When will salesmen learn fast ?
New product launch
When new products have been developed by the company corporate communications will issue a press release, marketing will promote and present the product with advertising and events to inform the potential customers to build awareness.
At the same time the salesmen need to learn the new product.
In most cases this is difficult to achieve as they are busy with contacting lead and selling the current products and following-up on their customers. That’s why boot camps for sales training were organized where they were cut off from their normal habitat. However the times of sales boot camps have passed by as people can continue to communicate with their customers and leads using cell and smart phones or wireless Internet.
Salesmen learn when:
Still salesmen will get a presentation and documentation in order to be trained on the new products.
A minority of the salesmen will learn quickly about the new products but the majority will have the wait and see attitude.
The best ways for getting a salesman to learn about the new products:
- When a lead or a customer asks about it or has a significant budget available.
- When a colleague earns a big commission
- When the margins on the new products are higher leading to higher commissions
- When the competitor steals his customers with a competing product
That’s when salesmen will learn the fastest.
Inciting salesmen
When launching a new product the best is when there is:
- a demand from the customers
- a big order giving a big commission to a colleague
- a competitor stealing customers
- a commission larger than average for the company
What incited or stimulated you to learn about a new product ?
More from LEADS Explorer
- Your CRM is crap when marketing ….
- How to make salesmen to learn new products fast
- What Salesmen endure during the complex sale
LEADS Explorer Recommends
