Educate Sales Teams With A January Sales Bootcamp
- by Elay Cohen
- December 16, 2013
SalesHood - Sales Enablement Platform
You’re winding down your year. You’re getting ready to start thinking about how you’ll make next year even bigger. Getting off to a “fast-start” is key to your year’s success. As the sales manager running your team, no one knows your salespeople like you.
Here is a fun video to watch reminding us of what it’s like being a sales manager. Which personal are you most like? It Starts With A Plan Put a plan in place for January that focuses on pipeline development and best practice sharing. While you’re waiting for your kick-off event to happen, start training your team now. Why wait? Inspire your sales teams to think big and make this year the biggest year of their sales careers. Pick a theme for January. Use your regular team meetings to train your team. Have your sales team challenge each other to greatness. Set team goals around new pipeline and big deal activity. January Sales Boot Camp Program Here is a suggested program you can adopt immediately in January. Remember you have 4 weeks and 4 weekly meetings. Make the most of this crucial month. Don’t let the month go idle waiting for things to happen. The suggested January plan can easily be modified by choosing any combination of Sales Huddles and/or Team Challenges in the SalesHood product. The image below gives you a picture of what your January can look like by creating your own sales program. 1. Focus on Critical Business Issues First Start off your first team meeting of the year in January with the “Critical Business Issues Sales Huddle.” In this 60 minute sales huddle, you’ll bring the team together, and in a structured way with best practice content, talk about deal wins and solving big problems for customers. SalesHood will step you and your team through this. 2. Refresh Prospecting and Email / Voice Mail Skills and Tools Then with customer business problems and critical business issues top of mind, do a refresher on email and voice mail best practices. “Run the Prospecting Email & Voice Sales Huddle.” Use the Sales Huddle to remind the team how important it is to build a conversation with prospects and buyers. The fun part in this Sales Huddle happens when the team shares their best emails and voice mails and together the team crowdsources new best practices. You’ll leave the Sales Huddle with new winning emails and voice mails the team will use immediately. They’ll own the messages and they’ll be ready to blow out their pipeline goals. 3. Launch Sales Pitch Team Challenge The team is now ready to accept a Challenge.
The Challenge is intended to create an environment where everyone improves their sales pitch by first preparing their own version but mostly by watching their peers. Everyone is a winner. In the final week, bring the team together and see how everyone did. Use the Challenge Scorecard to highlight the best practices and celebrate top performances and new business created. Celebrate success. Energize Your Teams The combination of Sales Huddles and Challenges brings a new level of best practice sharing and learning to your team. As a sales manager, you’ll demonstrate innovation by inspiring your sales teams to learn from each other. Are you ready to create your own January Sales Boot Camp program? To learn more about how to make the most of your January or how you can use the SalesHood product to bring Sales Huddles and Team Challenges to your sales team, request a trial of SalesHood and we’ll help you get started.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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