Trade shows can be a very successful lead generation tool, often though they are not as successful as they could be because companies don't prepare enough. There are three things every company should do in preparation for a successful trade show:
Every year many companies invest a great deal of time and resources on employee training programs with the expectation that employees will return from training as top selling sales reps, but this is unlikely given that employees will only retain a portion of what they have learned just weeks later. Research continues to emphasize the ineffectiveness of traditional training..
In an ideal world every manager would have the time, focus and energy to coach every one of his or her employees as often as needed. Unfortunately there are many other things like proposals, presentations, budget planning, RFP, sales reporting, hiring, firing, employee training, etc. that can steal your time, attention away from employee coaching. However coaching is not..
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Weeks after a seminar or workshop, employees find it difficult to change their day-to-day work. So, managers need to put training reinforcement and coaching into place. The two methods are different, but both employ the same types of techniques. When they are both utilized together, the results increase dramatically and employee skill sets greatly improve.
Workshops and seminars are a great way to instigate new techniques or to train employees about a product. They provide helpful tools and tips to improve sales, and they give representatives real world applications that are geared towards the bottom-line. After most workshops, employees return to the office re-focused and ready to make an impact; however, a couple months down the road those tips..
Training is important to every business. Employees go through training sessions when they begin at a company, and most are sent to seminars at least once or twice throughout their employment. These sessions provide tips, tools and techniques to perform a job to the best of a person’s ability, and they are beneficial to employees…for about a month or two. Oftentimes, upper-level management does..
Skills do NOT get better on their own, rather managers need to facilitate the dreaded role-play sessions! But why not make them fun and challenge sales people's competitive juices. Facilitate coaching sessions whereby reps role-play and score on another and than rotate partners. At the end the person with the highest scores will win an award.