Teaching An Old Dog New Tricks

Title: Teaching An Old Dog New Tricks

Description:

Teaching An Old Dog New Tricks
presented by Brian Jeffrey, CSP

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A special double-bill comprised of a pair of allied topics to warm the heart of any sales manager. Both topics cover tips and techniques for getting the most out of your salespeople and building strong sales teams.

Teaching Old Dogs New Tricks.
Why would anyone want to teach old dog new tricks? Or teach seasoned salespeople new techniques for that matter? Well, for one thing, you know that they can already do tricks so there is the potential for even more profitable tricks to be learned.

Salespeople are no different for rest of us in that we fall into our comfort zones and get sloppy. Time moves on and we either forget what we knew or forget to use it effectively. So let’s take a look at:

Why you should train your old dogs (as well as the new ones)
How to calculate your training ROI
Some ways to protect your training investment
What to train

Then there are the untrainables. What do we do with them?

Salvaging Problem Salespeople
Some people will delight in telling you that all salespeople are problems and nothing but problems. That’s not quite true. But every now and then, despite all your best efforts at trying to hire the right person, you hire a problem.

Sometimes you inherit the problem — a salesperson hired by your predecessor, who didn’t (or couldn’t) solve the problem and it now becomes yours. Sometimes the problem simply springs up out of nowhere — a formerly good performer gone sour, and you have to deal with it.

Discover the three problem categories
How to deal effectively with performance problems
Keys to effective coaching and counselling