Many salesmanagers hold weekly or monthly meetings to adapt whiteboard stories China monitor bracket Suppliers andspotlight hot issues. Go into client and prospect meetingsand see for yourself.Ever wonderhow your sales team is really doing using a whiteboard in sales with customersand prospects? If your staff is dispersed in regions or working remotely,worrying about performance standards could be keeping you up at night.Focus On Hot IssuesIn yourindustry, there are hot issues. Show how this method of communicating is bringing in moresales. Focus skills and practice toaddress these core issues. Whats the hotissue for the month? Practice whiteboarding this with your team. If one or more of your topperformers are already using whiteboard skills to shorten sales cycles andboost client loyaltyhave him or her open up the training. First, sellers will attend the training. With a clear ROI, you can make your point to skeptics andcritics. Bydemonstrating a direct impact on the bottom line, you can expect severalbenefits. One of the fastest ways to showcase the benefit is tokick off the session with real-life experiences. Head out to remote areas. Focus on critical adjustments toso that your presentations are the right fit for your customers.Investigate Todays RealityWhats themost important first step? Number one. Monitoring whiteboard selling skillsacross your sales force is a whole lot easier than you might have imagined. Are they showingproduct offerings at the whiteboard? Or are they waving a marker in theairwhile relying on brochures and slides? Step 2. Real-worldresults from top sellers builds credibility and promotes buy-in faster thananything else.Jump in a car. Step 1. Thismay vary wildly between regions. If youvegravitated towards whiteboard interaction and are not relying exclusively onslides, the question always pops up: How can you monitor effectiveness? Instead oflosing sleep, use 5 steps to get going in the right direction. Often this isbest done in targeted sessions such as a whiteboard workout with an expertcoach. If youve already provided training,make sure that everyone is taking advantage of classes and trainings. Monitor andsupport effective whiteboard sales skills across all regions. Now youve gota 5-step cure for sleepless nights. Third, sellers will invent new ways toleverage whiteboard techniques across their region. If youre inyour organizations headquarters, dont take written reports at face value. Once you do,youll have a good sense of what sellers are really doing. And between what headquarters thinks iscurrent practice.Invest In TrainingWhiteboardselling training is a smart investment. Second, sellers will valuesharing new skills and best practices. A coach streamlines practices and helps the entire group of sellersadapt to match individual strengthsand client preferences. Its always astretch to get busy sales performers into a classroomunless they fullyunderstand the benefits. Sleeplessnights? If nightmares about performance are causing you anxiety, its nowonder. Track results along several lines such as: shorter sales cycles, largersales, more cross sales, and increased customer satisfaction. It could be trends, changes in legislation,changes in buying behavior or something else. And heres thewonderful thing. Many sales directors struggle with this very issue: how to guarantee aprofessional level of selling skills across their entire sales force. Find out what is going on today. Its the fastest way to build anorganization-wide standard of performance.Show ROI ValueTheresnothing like bottom-line value to get funding for your training and ongoingskill development.Share Best PracticesHaving learnedthe skills and tools to hold real-time conversations, guide discussion andfocus attention at the whiteboard, whats next? Apply whiteboarding skills toyour specific product, services and solutions.. You wont suffer through stormy meetings listening to skeptics who areconvinced this sort of thing doesnt work. Step 5
