The full version of this article was first published at: How to Motivate Sales Reps With a Culture of Continued Learning
Perhaps more so than most other professional industries, sales people generally get on-the-job educations. To our knowledge, there is no “Bachelor of Sales” degree. And even if there were, its value would only take a rep partially through his or her necessary training. To put things simply, there are many skills that can’t be taught. Most skills applicable in sales roles must be acquired. It shouldn’t all be trial-and-error, however. A successful sales culture undeniably starts at the front-line.Your partner reps are a natural extension of your direct sales team. And if you expect them to be selling on your behalf—essentially for free since they don’t get paid unless the deal closes—it’s up to channel managers to motivate, mentor, and influence all of their salespeople. While successful onboarding is important, continued education is paramount to your reps’ sustained success. Below, our tips on how to motivate sales reps with a culture of continued learning: On-Boarding Ensuring new hires are comfortable in their new roles is the first step of a successful business culture. Often, this depends on mentoring your employees. From providing available resources—books, videos, and relevant collateral—to having your reps attend seminars, successful mentoring is manifested in a variety of ways. Cover what they need to know. When inundating your reps with new processes and products, it’s important to not get overly granular. Provide your reps—both new hires and company vets—with internal support networks that cater to their unique needs. Define incremental goals and present information in an accessible…
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