It’s About the How, Not the What
As any sales manager will tell you, one of the most challenging aspects of his or her job is sales coaching. It is one thing for your sales professionals to have a cognitive understanding of what to say during a pitch – the words to use, the appropriate script, what body language to display and which tactics to utilize when handling objections or other nuanced situations.
It is another thing (and mediated by completely different systems in the brain) for your sales professionals to have the people skills, the intuition if you will, to know how to deliver the pitch, how to display the appropriate body language, and how to handle a broad range of situations. Although a cognitive understanding – an understanding of the “what” – is useful, it is people skills – the “how” – that closes the deal. Continue reading “The Neuroscience of Effective Sales Coaching”
Key Stakeholders: Chief Sales Officer, Sales Directors and Managers, Sales Operations Directors and Managers, Training Officers, Learning and Development Professionals
Top Takeaways: If you want an efficient sales team you need to provide them with the right tools and train them effectively. If you want sales enablement and training tools that are highly effective they need to be grounded in learning science – the marriage of psychology and brain science. Many sales teams and sales focused vendors have access to these tools. What is needed is an effective way to leverage these tools to maximum advantage. This is where learning science comes in. In this report, I briefly outline the learning science behind sales enablement, people skills training and situational awareness.
(Note: This report represents the first step in an ongoing research initiative focused on critically evaluating the effectiveness of sales enablement and sales training solutions on the market. My goal in this research is to critically evaluate and accurately reflect the current state of the sales enablement and sales training sector from the perspective of learning science.)