Experiential Sales Training vs Traditional Product Training
Many salespeople dread traditional product training. Create an experiential, sales-friendly product training that really sticks with salespeople beyond the training event.
Salespeople often dread traditional product training. When they find out a product training has been scheduled, they expect to come into a room where they receive a massive workbook that will likely become a future doormat. They look up at the screen to discover the presentation has around 180 - 190 slides to march through for the next day, and the thought of what's in store kills their morale. DSG helps sales and marketing teams flip this around by moving from traditional to experiential sales conversation training that sticks with salespeople.
Let's discuss a real scenario. DSG comes into a training session where we plan to move through cycles. The facilitator is upfront with a topic and shares some best practices. At the tables, individuals do exercises alone, then do some work that turns into a group level exercise with others at the table. It may start with one or two other people practicing a whiteboard, working on a conversation plan together, or telling the two-minute story. Then, we would move to group-level debriefing. The whole room shares insights and best practices through conversation driven by the facilitator, who pulls out those ideas for everyone to learn from their peers.
Salespeople get great ideas from their colleagues that are real, tangible, and super practical, so they stick with them. The activities in the training session transform their thinking around real accounts and real opportunities. When salespeople leave a training session like that, they remember what they learned because they applied and talked about the concepts with their peers.