Why Mistakes are Essential in Training Salespeople

As a trainer, you help your salespeople identify and work on skills that need strengthening.  You set up training programs because it is your responsibility to provide opportunities where salespeople try new behaviors and feel comfortable to fail.  That is, you encourage salespeople explore new techniques and skills in a neutral setting where mistakes are expected (even encouraged) and used as learning experiences.  Keep the formula below in mind when working with your people.

        MISTAKES + INSIGHT = LEARNING

Keeping the training focused is another way to insure successful training.  If you have salespeople work on too many skills at a time, they can become frustrated and de-motivated.  It’s usually a good idea to allow salespeople to master one skill before having them tackle another one.

To use the baseball analogy again, your interest as a manager lies not in the training but in how the training affects the overall ability of each player and of the team as a whole to perform.  You will initially select low-risk situations for the players to try new skills.  In this way, the chances for success and building confidence are high.  For example, you allow the pitcher to try a new pitch against the team in last place or against hitters with low batting averages or if his team has a comfortable lead in a game.  You would not let your pitcher try a new pitch in the ninth inning of a tied game in the World Series.

As a manager, your interest lies in how the new skill enhances the overall performance of the salespeople.  Once outside the training program, it is your responsibility to help salespeople initially selects opportunities where the risk of failure in using the new skill is relatively low.  This allows salespeople to achieve some immediate, initial success and builds their confidence.  Letting salespeople try new skills that are not fully developed on large accounts invites failure and a loss of confidence.

Comments

  1. test

  2. I wanted to follow along and allow you to know how , a great deal I appreciated discovering your blog today. I’d personally consider it a good honor to operate at my office and be able to make use of the tips discussed on your site and also be involved in visitors’ opinions like this. Should a position connected with guest author become on offer at your end, make sure you let me know.

  3. I became honored to obtain a call coming from a friend immediately he uncovered the important ideas shared in your site. Browsing your blog write-up is a real excellent experience. Many thanks for taking into consideration readers at all like me, and I hope for you the best of achievements as a professional in this arena.

  4. Great awesome things here. I¡¦m very satisfied to look your post. Thank you a lot and i am having a look ahead to contact you. Will you please drop me a mail?

  5. Hello, i think that i saw you visited my site thus i came to “return the favor”.I’m attempting to find things to improve my web site!I suppose its ok to use some of your ideas!!

  6. I was studying some of your articles on this internet site and I think this site is very instructive! Keep posting.

  7. It’s actually a nice and helpful piece of info. I am happy that you shared this helpful information with us. Please keep us up to date like this. Thank you for sharing.

  8. I’m honored to obtain a call coming from a friend when he found the important points shared on the website. Looking at your weblog article is actually a real excellent experience. Thank you for taking into account readers at all like me, and I desire for you personally the finest of achievements for a professional in this surface region.

  9. I think you have remarked some very interesting points , thanks for the post.

  10. Great tremendous things here. I¡¦m very happy to look your article. Thank you so much and i am looking forward to contact you. Will you please drop me a e-mail?

  11. Straight to the point and well written! Why can’t everyone else be like this?

  12. Wonderful essay, received the satisfaction of reading

  13. Hello. magnificent job. I did not anticipate this. This is a fantastic story. Thanks!

  14. Have you thought about adding some differing opinions to your article? I think it might enhance everyones understanding.

  15. “Appreciate you sharing, great post. Fantastic.”

  16. This is just what I was looking for. I did not expect that I’d get so much out of reading your write up! You’ve just got yourself a returning visitor 🙂

  17. This really is the worst article of all, I’ve read

  18. I have seen that costs for online degree professionals tend to be a terrific value. Like a full Bachelors Degree in Communication in the University of Phoenix Online consists of 60 credits from $515/credit or $30,900. Also American Intercontinental University Online gives a Bachelors of Business Administration with a overall study course requirement of 180 units and a tuition fee of $30,560. Online learning has made taking your diploma far less difficult because you could earn your current degree in the comfort of your abode and when you finish from office. Thanks for other tips I have certainly learned through the site.

  19. quite helpful material, on the whole I imagine this is worthy of a bookmark, many thanks

  20. Hey! awesome blog! I happen to be a daily visitor to your site (somewhat more like addict 😛 ) of this website. Just wanted to say I appreciate your blogs and am looking forward for more to come!

  21. I experimented with looking at your blog in my ipod touch and the layout doesnt seem to be right. Might wanna check it out on WAP as well as it seems most cell phone layouts are not really working with your web page.

  22. I agree with most of your points, but a few need to be discussed further, I will hold a small talk with my partners and maybe I will look for you some suggestion soon.

  23. Just added this blog to my favorites. I enjoy reading your blogs and hope you keep them coming!

  24. Nice piece of info! May I reference part of this on my blog if I post a backlink to this webpage? Thank you.

  25. It really is really a nice and useful piece of info. I’m glad that you simply shared this useful information with us. Please stay us informed like this. Thank you for sharing.

  26. Excuse my stupidity, but I can’t for the life of me find your sites rss feeds. Can you tell me where it is? Thanks.

  27. I like this post, enjoyed this one appreciate it for putting up.

  28. Some genuinely nice and useful information on this website, too I conceive the style and design contains fantastic features.

  29. Just added this blog to my favorites. I enjoy reading your blogs and hope you keep them coming!