Last week I was invited to meet Sir Chris Hoy – the 11 time world champion and 6 time Olympic champion, the most successful Olympic cyclist and British Olympian of all time.
A select group of us were invited to one of the launch dates for the new range of bikes which Sir Chris has developed exclusively for Evans Cycles.
Anyway, no surprise to the regular reader that, as we made our way through the Cheshire countryside, I couldn’t help but spot a few similarities with a number of things that happen during a day’s sales training.
1. There’s no need to show off
Before we got on our bikes, the chap who was organising the day pointed out that in the presence of Sir Chris, only an idiot would attempt to show off.
“Whatever you feel you need to prove,” he said “it’s not going to impress anyone here. Enjoy the day, the opportunity, pick up a few tips, ask a few questions and see what you can learn”
And what’s that got to do with Sales Training?
Our Head of Training, Tom Morgan, regularly reminds delegates that training should be a time to learn new skills, try out new techniques in a safe and non- judgemental environment.
But there’s always a percentage of sales people who can’t wait to tell everyone about their existing skill set – a bit like going for a Formula One driving lesson and desperately wanting to show the instructor how good you are at riding your bike.
2. How far is it from talented amateur to seasoned Olympian?
Our route was fairly flat, but I’m told a similar event in Sheffield was far from an easy ride.
Right at the beginning, from the very first daunting hill, there were a couple of riders who got off and decided to walk.
And what’s that got to do with Sales Training?
Certain managers recognise where their team are and the training that they really need – others unfortunately don’t.
We have a number of methods to help customers understand the ability levels and training requirements of their teams (click here to have a look at some examples), after all, ensuring people receive sales training that makes a real difference is the reason we do what we do.
When sales people think they already know enough or are just too lazy to invest a little time at foundation level, you can end up with a group who suddenly realise they’re way out of their depth – not only because they can’t keep up – but because they were blissfully unaware the hill ahead of them even existed.
3. Some people get selected, some people don’t – don’t moan about it, become selectable
Even though it was a commercial event – it was a secret.
Numbers had been kept down because Sir Chris wanted to make sure he could spend quality time with everyone there, both during the ride and afterwards (with coffee and cake).
If it had been advertised there would have been hundreds – great for the masses and possibly a few more bike sales, but less of an experience for those who had been chosen to attend.
That’s a bold call for what was essentially a marketing day – hats off to whoever made the choice.
A few members of the public stumbled across it by accident, Sir Chris graciously signed autographs and a couple of kids got a photograph and a special pack of goodies to remember their day.
One lady was very put out that it hadn’t been made public – she didn’t think that was fair at all.
And what’s that got to do with Sales Training?
Recently, one of our customers wanted to recognise their star performers by creating a platinum level within their existing sales academy.
The idea was that we took the top 5% of the sales team and helped increase their current results by an extra 5% – can you imagine the effect that kind of growth has on business at that level? Massive!
Of course some of those who weren’t chosen were furious.
Interestingly it wasn’t the ones who just missed out, that group were determined to make the grade next time round, prove their worth and show the value they could deliver if the business gave them the chance to grow.
Oh no, the sales people who felt slighted by their omission from the platinum group were way off the top 30% and had no intention of changing anything about themselves – as far as they were concerned they were already good enough to get in, it was just that the business couldn’t see it.
Great to see people getting the most out of a day
The cyclists were then split into five groups based on ability and as I looked round I saw people who had turned up because they desperately wanted to be there, enjoying the opportunity, possibly learning something new, they fully understood others would have given their right arm to attend and so treated it like the privilege it was.
Until next time
Chris
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This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.
You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.
We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.
Chris Murray
0844 293 9777
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