When my children were young and beginning to ride horses, it was important to me to prepare them for each step and to train them to know what to expect once they entered the show ring. As they faced each part of caring for and training for barrel races and competitions, I knew that nothing they would face we hadn't rehearsed outside of the show rings. I wanted them to be familiar and feel safe with everything they were to do that night.
Are you preparing your sales personnel for their presentations? Are you taking the time to role play, rehearse, and help them anticipate the situations they may face with potential clients? It is my experience that those sales managers and team leaders that take the time to practice and provide feedback to their team during sales meetings and trainings truly see a positive outcome from the time spent. Their personnel know that they won't be entering their new presentations unprepared, and their trust of the organization and the leaders deepens when they know that being trained is part of the company's success plan.
Are you too busy to train your personnel? Are you willing to take the time to share the legacy of excellence in your organization? It has been said that we should all "care enough to prepare" and I certainly believe that is true, but to put the David Cooper twist to it, "care enough to prepare...and understand that preparation and practice of specific skills pave you and your team to new levels of success"
Courage!!!
David
