Optimum Sales – Training on the field
No one disputes that elite athletes, between matches or competitions, engage in training sessions to improve certain aspects of their performance, or to prepare the tactics for the next competition.
Rafa Nadal, Fernando Alonso, Messi, Cristiano, Iniesta, Casillas… Why do they train every day?
From our point of view, they train to maintain the high competitive level they have reached and to continue improving in details that, although imperceptible to an ordinary person, can be decisive in high-level competition to achieve victory.
– We already trained the salespeople last year – This year I want something different for the salespeople, especially for them to have a good time – There is no budget this year for sales training – They have already done all the training they can do, so they don’t need more.
These are some of the most significant responses that we sometimes surprisingly encounter from training managers, HR, and even commercial directors. Can you imagine any coach of any team or athletes saying, “XXX already trained last year so this year I want something for them to have fun”? It wouldn’t even cross our minds, would it?
Our salespeople are the elite athletes of our company, as our revenue depends on them. Do we train them? It is an obligation of any company that wants to succeed to maintain the highest level of performance of its salespeople.
On-field training is a training methodology that we at Optimum have developed so that experienced salespeople in organizations can improve those details, just like elite athletes, that make them “win” those strategic operations for the company.
The working method is as follows: the Optimum consultant accompanies the salesperson in their daily activities over several days, so that immediately after each visit, they provide positive feedback and suggestions for improvement. This way, the salesperson recognizes an area of opportunity and, together with the consultant, establishes a commercial development action plan.
The proven success of this methodology is seen in an increase in the results of experienced salespeople and in professionals with an attitude of humility and a focus on continuous improvement.
The investment in an on-the-field training program for a commercial network has an easy measurement of its return in economic terms, which is always positive.
| David Galve | General Director www.linkedin.com/in/davidgalve |  |
