Sales train­ing is one of the most over­looked areas of learn­ing and devel­op­ment. Oth­er than ini­tial prod­uct train­ing and the occa­sion­al review ses­sion, we have a ten­den­cy to just sim­ply get on with our work. Time away from sell­ing means less sales doesn’t it? 

If you are under­per­form­ing, you will prob­a­bly get some extra help, an obser­va­tion or two and a maybe a kick up the rear, but chances are you are just mem­o­ris­ing facts, prod­ucts and sales fads in the small hope you might be able to sell some­thing by going over theory.


Changing behaviour

This doesn’t help you over­come real-world obsta­cles and often makes you more fraz­zled when you don’t improve or see results. 

And if you are doing well, why should you change any­thing about your pitch, it’s get­ting you enough sales right? Why waste time on self-reflection. 

There is a clear con­flict between the need for fun­da­men­tal change and the short-term need to sell. 

In sales the like­li­hood is if you don’t see impact now, behav­iour won’t change or you’ll move onto some­thing else that promis­es you bet­ter results. 

Sales peo­ple want results and they want them fast!


I’m hitting my targets, I don’t need additional training

The most pop­u­lar view amongst sales­peo­ple is ‘If you are hit­ting tar­gets, why should you need sales train­ing?’ After all, you don’t need help if you’re plod­ding along just fine.

Sales is a num­bers game… As long as your team are hit­ting the tar­gets you set on a reg­u­lar basis, there is no rea­son for you to ques­tion whether they could do better. 

This does two things, it pre­vents train­ing from being a pri­or­i­ty and puts a stand­still on sales growth. But the aim of sales is to get more sales right?

So how do we train both a) sales peo­ple who need per­for­mance help but aren’t respond­ing well to tra­di­tion­al train­ing and b) sales teams who are per­form­ing well and don’t want to change, stag­nat­ing sales growth? 

The answer to all these prob­lems is self-reflec­tion. Down­load our ‘devel­op­ing high per­form­ing sales teams’ guide

Self-reflection

Go ahead, stalk yourself and see what happens

Take a cam­era, your phone, or any oth­er device that you can record on and record your­self selling. 

How many times when you’ve left a sales pitch or even a meet­ing have you failed to remem­ber the exact details of what happened?

After you’ve got over the way your hair looks on cam­era, you start to notice things: 

  • Did I talk through the benefits?
  • Do I sound bored?
  • Whoops, for­got to men­tion that great new fea­ture we were trained about last week.
  • Wow, I say um… a lot. 
  • Did I ques­tion the prospect at all?
  • I tried that new sales tech­nique, didn’t I?

You start to pick your­self apart. You realise that there are areas you can improve on. Things you thought you did, but actu­al­ly didn’t do/say.

It’s a high pres­sured envi­ron­ment and more often than not, the fin­er details of the meet­ing become a lit­tle blurry.

Through self-reflec­tion you can see where your behav­iour needs to change. So you change it.


What the research says

Research shows that self reflec­tion is the best way to pro­mote behav­iour change (Joyce and Show­ers, 2012). So why aren’t we doing more of it? Because we don’t con­sid­er the use of video cap­ture for sales. We think about coach­ing, con­tent and obser­va­tion. But we don’t think about the learn­er and their per­cep­tion of themselves. 

Watch your­self pitch. You will be amazed by the things you notice. I promise.

Down­load your prac­ti­cal guide to devel­op­ing a high per­form­ing sales team >

sales team guide

Self-reflec­tion in sales: Becom­ing your own stalker
Tagged on: