How Bill introduced new sales training and increased sales meetings by 30%
Building a great L&D program comes down to a few key steps: developing the right relationships, securing executive buy-in, and showing people you’re capable of making a positive impact. Here’s how Bill did it.
1. Meet with company leadership to build relationships
“The first thing I did was meet with our key leaders,” says Bill. “This helped me to build the right relationships, and to define the problems we were facing - and the potential solutions to these problems - in greater detail.”
“I asked them all some basic questions. Not, ‘what do you need?’, because I’m not a McDonald’s, but ‘how do you sell?’, and ‘who do you sell to?’ I had to find out where we had consistencies and where we had breakages.”
2. Secure executive buy-in
Of course, simply building relationships isn’t a solution in itself. Next, Bill had to design a training solution and get company executives on board to keep things moving.
“I put together a prospecting workshop and took all of our leaders through it to get their buy-in, including our CEO,” says Bill. “I took our sales leaders through it together and ironed out the big questions. Soon, everyone was on board. Then, I was able to scale it.”
3. Show people you can make a positive impact
For Bill, all this preparation was leading up to the real test: showing people the training could make a positive impact.
“I knew I had to come up with a quick win to get everybody to start believing in me. Given my background in sales prospecting, I focused on hitting our targets for meetings. We weren’t going to get the right outcomes further down the pipeline without lifting our performance.”
Now, everything was ready to go. Next step: scaling up the new sales meeting training.