How many
boxes of the five boxes would you tick for your team’s sales role?
[] Do your salespeople need to set up
personal and company credibility with clients for the purpose of realising
benefits from the relationship?
[] Are they required to effectively
connect with clients in conversation and embark on the process of qualification,
with the objective of gaining an understanding of the client’s needs?
[] Do they need to generate initial
interest from the client in your application, products or service and start the
process of building rapport?
[] Do they need to work in a
structured way, with clear objectives, plans and reports in order to achieve goals
and beat targets?
[] When create value for the client
will they need to negotiate and gain commitment?
More than 2 ticks then they will need to
develop both their analytic and reflective thinking skills with rigour. As
likely as not, your team's sales role could well be more complex than the 5 areas mentioned above.
The use of
social networking sites through the plethora of multi device learning devices
such as smart phones and tablets has been fantastic.
However my love of
tech solutions for certain sales training got a jolt today.
 |
| Daily Mail 5th Feb 2014 story on erosion of THINKING |
Daily Mail 5th Feb 2014 page 5 Science
Correspondent Fiona MacRae commented on some published work by Edinburgh
University’s Dr. Iyad Rahwan on a study
of 20 people in the way information is
shared on social networking sites
Twitter and Facebook .
It appears
that users are finding it more difficult to think analytically.
The study
involved using three trick questions which despite being presented repeatedly, participants tended to stick
to their original answers and only got them right 25% of the time.
The same
set of questions was show to a group who
were allowed to see each other’s responses. On the first quest they
realised someone else had the correct
answer and changed their answer.
But on the
second and third question they did no better than the original group despite
being able to share information.
Dr Rahwan
said this suggests the volunteers were copying each other without any real
thought.
He added
that there is danger that the rise of information sharing website such as
Twitter and Facebook will makes us rely more and more on the opinion of others, eroding our
ability to think critically and making us unwilling to reflect.
Related Links
Are you after some material to engage the ' little grey cells' ? (as Hercules Poirot might say )
No comments:
Post a Comment