Business:Management & Marketing
Designing training to engage senior reps w/ Nick Kane
Nick Kane, managing partner at Janek Performance Group and co-author of the book Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals, talks about how to frame sales training to engage experienced reps.
* Frame the workshop as focused on acquiring knowledge and career development instead of on "sales training."
* Get input from senior reps before the workshop to help shape the content and to make them feel part of the process instead of just passive recipients.
* Follow up with senior reps to get feedback on the training and to develop coaching around ideas and principles set forth in the workshop.
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