Last week in Scottsdale it was 98 degrees and sunny for 98 percent of the time. The 2 percent of time when it wasn’t bright and broiling happened sometime between 8:30 and nine on Tuesday morning. That’s when the clouds swept in and the rain started falling, the lightning flashed and the thunder rolled…and one man in a yellow rain coat didn’t seem to mind it a bit.
Like the great Gene Kelly, Tim Riesterer was “singin’ in the rain.” See Tim’s full keynote here:
Tim asked the audience to consider some questions about that Hollywood icon: What made Kelly so dynamic as a performer? Why do we remember him today? What made him different?
Well for one, he had a repertoire of skills that few of his peers could match. The man could act, dance and sing, and he could do all three at a high level. The combination of talents cemented Kelly’s legacy as one of Hollywood’s original “triple threats.”
Just as Kelly’s triple threat status distinguished him in show business, your ability to mold yourself into a sales triple threat could set you apart in your line of work. Because if you think about it, there’s a set of performance skills that you, as salespeople, need to master to make the impact you need across the buying cycle.
What does it take to create a team full of sales triple threats? As Tim emphasized at #CTW16, it comes down to three pillars that will help you break away from old training formulas that are holding your customer conversations back:
- Competency Models, instead of a generic role- or responsibilities-based curriculum—Base your competency model around the three “value conversations” salespeople need to master to articulate value across the buying cycle (creating pipeline, building compelling executive proposals, and protecting margins as pricing pressure builds). Learn more about these critical moments here.
- Custom Learning Paths based on performance indicators, instead of arbitrary learning paths—With a competency model in place, you can replace outdated learning paths with custom learning paths designed to up-skill salespeople in the areas where they actually need performance improvements.
- Flexible Learning Modalities, relying only on less nimble training and skills reinforcement concepts — Time out of the field is the biggest enemy of a great training program, as 56 percent of companies who experience a training shortfall indicated in a recent Corporate Visions survey. That’s why being able to push virtual, modular content to each of your reps as soon as an acute performance challenge is identified is so important. You can keep your reps sharp on the skills most vital to their success, without removing them from the field.
Learn about some of the biggest training challenges companies are up against—and how you can overcome them—in our infographic.
Ahhh…Such great memories of #CTW16!