Management Today - Spring 2016 - 15


TRAINING MILLENIALS //

mt

Spring 2016

4. Don't limit training to a certain
time slot
While you've most likely blocked off
specific times for your new sales team's
training, learning never stops. Make
sure to continuously offer extended
training to your team - especially in
'game situations' - to keep them upto-date on the freshest tactics, newest
products, and to just remind them of the
basics from time to time. Remember: an
educated team is a successful team.
According to Training Industry, ongoing training has several advantages
on both a personal and company-wide
level. These include improved morale
and job satisfaction for employees,
as well as greater sales and customer
service performance for the company
as a whole.

// Adapting your sales training will leave your
next generation of trainees more than ready to
take on the world of sales.

magic comes easier than ever with a
few pieces of tech to back you up.
Incorporating technology into your
sales training will keep your new
trainees engaged and boost participation throughout the process. With
tools like immediate response systems and game play, you won't need to
beg for new hires to get involved-and
you'll help them absorb and retain
information much easier.
2. Keep it brief
The attention span of the average human? Eight seconds. That's probably a
bit shorter than you originally would
have guessed, right? Here's the kicker:
even the average goldfish has a longer
attention span.
Now that you know it's easier to hold
the attention of an aquatic pet, don't
you think it might be time to revise
the length of your training sessions?
Make sure your millennial team isn't
losing focus halfway through the
training seminar by paring down your

info to two or three key points within
each session. Expanding any further
beyond that could have your new sales
crew suffering from focus fatigue,
sending important information in one
ear and right out the other.
3. Highlight the customer's point
of view
A great pitch and bright smile might go a
long way for many sales pros, but having
the right point of view is everything.
Stress the importance of this to each
and every new sales hire, as it will be
one of their biggest keys to success in
their new position.
Every person who walks through
your door has different needs, wants
and tastes. So teach your sales team
to act accordingly, employing unique
tactics for each individual customer.
To ensure they're making every sale
they can, school trainees in a variety
of sales approaches in an effort to
understand and truly connect with
every demographic.

5. Set measurable goals
How is your team supposed to know
they're doing well if they don't know
what "well" is? Set specific benchmarks
for them to strive toward from day one.
That way, they'll have an understanding
of expectations and how close they are
to meeting them. This can also encourage some healthy competition, motivating employees to push boundaries and
go beyond what is expected.
While ongoing goals are certainly
beneficial at times, be sure to check
that all your current goals make sense.
Updating expectations according to
what's happening around the business
will make sure your new team members
aren't trying to meet unattainable goals.
Adapting your sales training will leave
your next generation of trainees more
than ready to take on the world of sales.
But with workplaces changing rapidly, the
time to get started is now. mt
Kevin Cundiff is vice president of retail for
Fortegra, a subsidiary of Tiptree Financial Inc.

SPRING 2016 MANAGEMENTTODAY-MAGAZINE.COM

15


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Table of Contents for the Digital Edition of Management Today - Spring 2016

Contents
Management Today - Spring 2016 - Cover1
Management Today - Spring 2016 - Cover2
Management Today - Spring 2016 - 1
Management Today - Spring 2016 - Contents
Management Today - Spring 2016 - 3
Management Today - Spring 2016 - 4
Management Today - Spring 2016 - 5
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Management Today - Spring 2016 - Cover3
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