Wie ich leistungsstarke Sales-Teams trainiere

0:00The next sales concept is about training your sales team. So this happens a lot where you've got maybe three, four, five guys, let's say, and you've got one guy who's a star and he sells half the volume or she sells half the volume and the rest of the team sells the other half. Often times that one star suppresses the rest of the team, number one. Number two, doesn't follow the scriptor process. And so scaling that team becomes very difficult because there's no consistency across reps. And so one of the things that a lot of business owners want to do is like, man, if I only had six Sarah or six Shaun, I'd be good to go. But there is a way to get six Shawns or six Sarah, and it's by breaking down what they do into significantly more detail than you probably have, and then training far more frequently with far faster reinforcement cycles to actually get that to be duplicated. Now, that might have sounded like a lot of big words.

0:45So, let's dive into what that means. And the big thing with sales training that I think the vast majority of businesses underestimate is just how much training is required to make a truly world-class team. I think 90 So everybody who has the sales handbook can kind of get you guys have my schedule for how we onboard and how we train. And I think for many people that's a big belief breaker. It's hard for people to comprehend exactly how much we train at acquisition.com. It's a shitload. Um and so to give context on that, our sales team trains every single day. Every day. And they all role play every single day. And every week they have a one-on-one with game tape, with their manager of what they specifically need to work on and like that muscle. And like do you know how to train like do you know how to train a salesperson?

1:28>> Um I would say no. >> Okay. So you train sales people through like role playing until your eyes bleed because fundamentally it's the fastest feedback loop that you can give someone in terms of training anything. So they say something and so the way that we train is number one is you have to memorize a script. And so the way you memorize a script is you put the script in front of someone, they print out a second script, and then they read the script out loud, and then they black out one of the words, and they read it again, and they black out another word, and they read it again. And by the time you blacked out every single word, you've said the script for as many times as there are words in the script, and you tend to [ __ ] know it. And so then you're staring at an entirely blacked out page saying the entire script.

2:03That's how you memorize a script. Once you can breathe the script, which is what we call it. Once you can breathe the script, then we practice the role playing component, um, which is us going back and forth. And so when you're reading the script with someone, we have a hand up with heads nodding. And the first time someone's going to go through a script, we're say, "Hey, just to be clear, we're going to interrupt you probably like 50 or 60 times by the time you get to the end of it." That's okay. The worst way that do people do role playing is that someone they go through a whole roleplay or someone just says the script. That's the worst way. The second worst way is that you go through it and we quote roleplay and at the end the guy says, "All right, so you know at the beginning you could have done this a little bit different and you know you kind of said this a little bit bad at the end and you probably should have offered it like this." No one's going to remember that. It doesn't matter. It's way too late. The reason that superstition happens is because you change something and then you immediately get feedback. And so once someone does it, we call it locking it in. So it's like they mess something up, we say, "Hey, stop. Try it like this. Do it again." They do it. If they get it right, we say, "Great. Lock it in." That means do it again. Do it again. Do it again. Keep going. And so that's how we trill the script so that every person delivers the script the same way. The vast majority of sales teams have a script. It's loose. No one really pays attention to it. And the way that they recruit sales people is that they just hire a bunch, see who sticks, and then let the rest go. Exceptional sales or which I consider us to be, can take anyone to be a savage.

3:25It's just a question of how much effort we're willing to put into somebody. As long as you know how to train the skill of sales which ski sales is so trainable as a skill um that's the feedback loop that has to get created. So the first step for you is we have to observe the salesman and then we have to document the words they say and what they do. Once we have that that becomes the basis for the memorization and then the role playing becomes making sure they execute that and I always want adherence above everything. So we are like the New England Patriots in terms of how we run the sales team which is the process is above everyone. No one's better than the process. And the way we position that is like thousands of sales calls, thousands of hours have gone into like men died and gave their lives to give us this script. You were not better than the script. And so you say the script because we know these words close people. Period. And that's the approach that we have and that's the difference that we give to the process. And so if you have a star salesperson, one of the difficult parts is that that person tends to be a cowboy, right? Does whatever he wants as long as he closes deals. That is a cultural issue. it will be a cancer long term if he's a primadana. And so most of the time I would rather have a team of all eights closing on a 10 out of 10 process and that team will always outperform a team that has one star and no process.