Page 60 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

most and least helpful. My favorite question in this review asked the
salesperson to rank the training sessions in order from most to least valuable.
I also liked to ask about potential subjects that were missing from the
curriculum.

2. Correlations between Training Performance and Sales Performance: Just
like the analyses we ran in Part One, exploring correlations between hiring
characteristics and eventual sales performance, the same set of analyses were
conducted to correlate training performance to sales performance. If a new
hire achieved a high score on the product exam, did that predict success in
the field? Did a low score predict failure? What about the sales
certifications? Did they predict success? If correlations did not exist, we
would really need to question whether we had the right sales training formula
in place. The strength of the correlations allowed us to iterate on the formula,
leaning into the aspects of training that seemed to be influencing sales
success. As expected, we found sales training scores to be an even better
predictor of success than the sales hiring scores were.

3. Desired Behavior Changes in the Sales Team: As the business evolved,
whether because of new product developments, new addressable markets, or
necessary iterations to the sales model based on observations in the funnel,
the existing sales team needed to be retrained and the sales training formula
needed to be adjusted. Having a structured sales training formula already in
place made it easy for the organization to evaluate where and how to adjust
the sales training formula to accommodate the evolution of our business.

To Recap

Every top-performing salesperson succeeds in her own unique way.
Heavy reliance on ride-alongs during the training process jeopardizes a
new hire's ability to shine using her unique strengths.

A “ride-along” sales training strategy is neither scalable nor predictable.

Defining the sales methodology enables the sales training formula to be
scalable and predictable. The three elements of the sales methodology
are the buyer journey, the sales process, and the qualifying matrix.

Exams and certifications add predictability to the sales training formula.
They also provide the platform to learn from and iterate on the formula.