Skip to main content
Services
TAYA

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.

Sales

Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.

HubSpot

HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Free Assessment: How does your sales & marketing measure up?

Close

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Paul Alves

By Paul Alves

Mar 15, 2016

Topics:

Contributor Inbound Sales
Subscribe
Join 40,000+ sales and marketing pros who receive our weekly newsletter.

Get the most relevant, actionable digital sales and marketing insights you need to make smarter decisions faster... all in under five minutes.

Thanks, stay tuned for our upcoming edition.
Contributor  |   Inbound Sales

3 Crucial Practices Your Inbound Sales Training is Missing

Paul Alves

By Paul Alves

Mar 15, 2016

3 Crucial Practices Your Inbound Sales Training is Missing

As the Chief Revenue Officer of QuotaFactory,  I’ve had the opportunity to work with hundreds of clients in the B2B space.

Unfortunately, in these organizations, an important area seems to have been neglected time and time again -- sales training and development.

Most of the clients we work with have implemented comprehensive sales and marketing processes, but there’s still a great deal of room for improvement.

Sales Development is Essential to Success

Even the few organizations that have implemented ongoing training, coaching, and learning tend to be much less disciplined about maintaining sales development as an active practice.

Oftentimes, it seems easier to put these “non-essential” elements off to the side while they focus on higher priority tasks like closing new business. Unfortunately, while it might make sense in the short term, not being disciplined in sales development will have a dramatic effect on your ability to succeed in the long term.

The fact is, if you want to get better at something you love, you need to practice.

I, for example, happen to be an avid skier. I have been skiing for more than 30 years, but I still practice, take lessons from superior skiers, and read up on the latest techniques and equipment. I do this because I love to ski and I enjoy the sport more as my skill level improves.

Even the best athletes in the world have coaches and practice relentlessly, but why is it that so many in the business world view simply showing up and doing your job as practice enough?

With the sales field continuously changing, along with each industry’s customers and prospects, you have to strive to improve and have a plan in place that combines practice, coaching, and learning.

If you want to be the best that you can be and beat your competition, you have to build it into your weekly routine.

The following are a few suggestions based on what has worked for me, but remember, the key is to be disciplined. A written plan is great, but if it is not followed with focus and commitment it’s not worth the paper on which it is written.

1. Practice as a Team

Have a meeting once a week where every team member can present your product or service or role-plays a critical skill or objection.

Provide feedback on their performances and discuss areas for improvement.

By completing this activity as a group, you’re able to identify not only areas where one person might be struggling, but also where your training as a whole may be lacking.

Once everyone has gone, discuss as a group and agree to work on a particular skill for the following week, and report back on results.

2. Coach  

As a sales leader, a critical part of your job is that of a coach. Spend time each week one-on-one with your direct reports to work on specific skills and areas identified as opportunities for improvement.

You will enjoy it, your team members will appreciate it, and your numbers will improve as a result, but be sure to tailor your one-on-one meetings depending on your reps learning style.

3. Learn

This is the area that might be neglected the most.

Many of us, particularly in sales, do not make the time to learn. I understand that in the past when we had to rely solely on books and experience to absorb knowledge, it may have been more challenging. However now, with the availability of eBooks, audiobooks, TedTalks, webinars, online classes, blogs, and more, there really is no excuse.

Here’s a great quote from sales expert & former Yahoo Chief Solutions Officer, Tim Sanders:

“Business people who are the busiest, the happiest, and the most prosperous are the ones who are the most generous with their knowledge and their expertise.

People who love what they’re doing, who love to learn new things, to meet new people, and to share what and whom they know with others: these are the people who wind up creating the new economic value and, as a result, moving their companies forward.”

Whether you’re new to inbound sales or a seasoned expert, learning isn’t something that stops or simply happens. It’s something that you trigger.

At QuotaFactory, my team is required to read at least one book per quarter. Personally, I read everyday for at least a half-hour and encourage my team to do the same. It’s funny; the more I learn, the more I realize how little I know.

For your organization, make reading a team activity for everyone to discuss the main points and elements featured in the books they’ve read -- or even better, read together. This year at QuotaFactory we all read The Challenger Sale and SPIN Selling as a team.

Conclusion

Sales development isn’t something that simply happens.

Learning doesn’t have to be going back to school or taking classes, but working with colleagues to improve areas of weakness, reading the latest sales articles, and even role playing different scenarios to improve your overall sales strategy.

How much emphasis have you placed on training and learning within your current position?

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.

Related Articles

What is repelling content and how can you use it to increase sales?

May 21, 2021
Lyndsay Cambridge Lyndsay Cambridge

From brand MVP to rebranding: 7 lessons from rebranding our startup 3 years in

March 22, 2021
Anum Hussain Anum Hussain

How to have a great first sales meeting: the 3-step preparation process

March 17, 2021
Steve Bookbinder Steve Bookbinder

Do you need a sales mentor?: 5 reasons the answer is yes for B2B sales pros

February 18, 2021
Steve Bookbinder Steve Bookbinder

3 ways B2B sales managers can set their teams up for success in 2021

January 22, 2021
Steve Bookbinder Steve Bookbinder

5 B2B sales tips for selling in December and ending the year strong

December 17, 2020
Steve Bookbinder Steve Bookbinder

6 training exercises every B2B sales pro needs to practice today

December 1, 2020
Steve Bookbinder Steve Bookbinder

3 key focus areas for becoming a more effective account manager

October 28, 2020
Steve Bookbinder Steve Bookbinder

4 ways brands can use social media appropriately during COVID-19

October 16, 2020
Pratik Dholakiya Pratik Dholakiya

3 ways sales pros can make a great first impression (while selling virtually)

September 16, 2020
Steve Bookbinder Steve Bookbinder

5 ways B2B sales pros can increase influence with c-level buyers

August 20, 2020
Steve Bookbinder Steve Bookbinder

The marketer's 5-point guide to thriving in a sales environment

July 24, 2020
Brooklin Nash Brooklin Nash

7 savvy tips to boost conversions in your retail e-commerce store

July 17, 2020
Pratik Dholakiya Pratik Dholakiya

Managing a Remote Sales Team? 6 Tips for Creating the Right Communication Cadence

June 26, 2020
Steve Bookbinder Steve Bookbinder

The 11 best blogging platforms for publishing content

April 20, 2020
Maddy Osman Maddy Osman

Selling in times of crisis: 4 tips to use today to ease uncertainty

April 15, 2020
Steve Bookbinder Steve Bookbinder

Turning customers into fans: The truth may hurt, but customers appreciate it

April 8, 2020
David Meerman Scott David Meerman Scott

4 behaviors to get your sales reps thinking like CEOs

March 19, 2020
Steve Bookbinder Steve Bookbinder

How to use mirror neurons to win fans with your marketing videos

March 18, 2020
David Meerman Scott David Meerman Scott

6 ways social media can help for the greater good

March 5, 2020
Michael Deane Michael Deane

4 easy ways to deliver a sales experience your customers love

February 19, 2020
Steve Bookbinder Steve Bookbinder

[New Data] 3 ways to win more revenue from the 2020 State of Competitive Intelligence

January 29, 2020
Ellie Mirman Ellie Mirman

5 tips for building a world-class remote marketing team in 2020

January 21, 2020
Matt Shealy Matt Shealy

3 tips to propel your sales productivity in 2020

January 15, 2020
Steve Bookbinder Steve Bookbinder

9 innovative chatbot examples from top brands [+ how to build your own]

January 8, 2020
Eric Siu Eric Siu