Last week I received a call from a sales manager whose team we worked with last year. He wanted a presentation skills “refresher” for his salespeople because their presentations were getting “sloppy” again. These were the same salespeople who did extremely well during our training class one year ago, but over the months they had gradually slid back into old habits. Granted, they were still “pretty good” in terms of their skills. But the manager wanted them to be great again.
While this is certainly frustrating for the sales manager, it is understandable. After all, salespeople have a lot to balance between prospecting, selling, client follow-up, and all the other things they must do in a day. With so much on their plate, they often let things like speech preparation slide to the back burner. Unfortunately, the result is that their presentations don’t always hit the mark, and they may look ill-prepared in front of prospects and clients.
From the manager’s standpoint, though, he’s not happy. He wants his team to shine. He’s invested time and money to train them, and he knows they have aptitude and skills to deliver successful presentations to their customers. And while he knows that doing things like prospecting and client support are important, he also wants them to find the time to keep their presentation skills up-to-date so they communicate effectively and consistently deliver high quality presentations.
We talk a lot about Continuous Learning in our programs, but it requires more than simply filling out a worksheet. Salespeople have the best intentions, especially in a training class, but they need help to realize their goals and it’s often the sales manager who can provide that level of support. So what can a sales manager do to stir things up, enlist everyone’s commitment, and keep the team motivated so they can perform at a high level?
Here are five tips for keeping your sales team focused on improving their presentation skills:
- Plan for continuous learning: Part of the challenge of continuous learning is staying focused. It’s easy to set goals but it’s difficult to follow through and actually achieve them. That’s why support and accountability are important. I recommend having everyone on your team create a three-month presentation skills action plan. Set aside time during staff meetings so everyone can share their action plan with the team, get feedback from others, and then refine the action plan as needed.
- Pair up for progress: The buddy system works. Have people pair up and commit to working with a partner for the duration of the action plan. Encourage the “pairs” to find creative ways to help and challenge each other. For example, they can listen to each other on phone calls and give feedback, or they can practice the same skill for one week and make it a point to catch each other doing it well.
- Use audio and video: We have more than enough technology options to keep us on track. For example, encourage salespeople to use their cell phone, tablet, or video camera for video/audio feedback. During playback, have them analyze themselves. How do they sound? Clear, organized, and passionate … or boring, monotonous, and rambling? Watching short clips of yourself as you prepare or present will give you good feedback on your body language and facial expression. Another idea is to have them transcribe their calls or use a program like Dragon Naturally Speaking to have their voice presentation turned into text. This is a great way for them to analyze their vocal skills, count their fillers (“um,” “ahh,” etc.), and check their vocabulary and word choice.
- Develop a resource file: Collect effective hooks, touch points, (stories, metaphors, examples, facts, statistics, humorous comments, etc.) and final thoughts that everyone on your team can use. This is a great way to “share the wealth” and ensure consistency.
- Use regular staff meetings: Take advantage of regular staff meetings for giving formal feedback. For example, use your status meeting every Monday, your bi-monthly presentations, or your all-hands meetings as a platform for skill development. Have people take turns giving a presentation at the meeting and getting feedback on their presentation from others. Use audio or video to record the presentations.
No matter how busy people are, continuous learning is possible. When everyone works together for the betterment of the team, staying focused on improving your presentation skills is possible … and relatively simple. Even better, when this philosophy becomes part of your company’s culture, new hires will be up-to-speed much quicker. So implement these 5 strategies today and watch your sales team’s presentation skills (and closing ratios) soar.