How to make salesmen to learn new products fast
The soft learning method fails
How hard you try or how well you prepared and organized the sales meeting for presenting the new products, the remaining of knowledge about the new product after the meeting will be minimal. Motivating the salesmen for new products is hard to do.
They have four reasons:
- New is unproven: reliability, first version problems
- New is more work to explain to customers: thus lesser ROI for the salesman
- New could require to address different people in companies
- New business means new effort to generate leads
The soft learning method isn’t effective.
The hard learning method
In order to get your salesmen to learn fast is to confront them with a prospect for the new product. You should find at least one lead or prospect in order to get your new product going.
As the meeting is set, he then needs to look into the product presentation in order to know at least a bit about the product and the product it solves. Additionally he will be happy having a product sheet or documentation on the solution.
During the meeting he will be challenged by questions he never had expected and probably can’t answer all of them.
This puts him under pressure as sales stands for commission. So he will do his utmost to find answers to the questions and will stat to see the complete picture of the new offering.
In case the prospect moves on through the funnel or when the salesman succeeds in closing the sale, this will stimulate the other salesmen enormously.
Salesmen have their fastest learning curve when a prospect shows interest (chance for commission) and starts asking questions.
Of course the best is to have more than one lead in order to have more than one salesman getting confronted.
How good are you at getting to sell new products ?
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