Reps pretending to sell something

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Recommended Reading How to Use Relationship Selling to Build Connections and Converts Build Competencies through Commitment Training HR managers who are committed to developing high-performance work systems must be able to trust their employees to make informed decisions that drive the company toward its overall goals. To achieve this expectation employees need to undergo extensive specific training in the field called commitment training. Commitment training focuses on providing employees with the problem-solving skills and knowledge to take responsibility for their own work results and to proactively make or recommend important changes within the organization. This contrasts with traditional control-oriented training in which employees are taught the specific actions required to perform their jobs, such as delivering a templated sales presentation.

The goal here is to build trust. When you have confidence in your employees' ability to solve problems quickly and make smart, thoughtful decisions about how to structure their work you can more easily give them the space they need to succeed without micromanaging. Commitment training can increase job ownership and dedication to organizational goals. Research shows that formal learning has Email Marketing List a positive impact on overall organizational performance. This training method is very effective for coaching sales reps. While cold calling scripts can serve as a foundation, long-term development plans should focus on soft skills such as objection handling, open-ended qualifying questions, and listening to specific leads who have shown interest or disinterest.



A great way to put this into practice is to run role-playing scenarios with sales other than what they are actually selling. This practice helps solidify the specific abilities you're trying to teach without having to rely on a trajectory of words they've already used a thousand times. Improve performance with results-based compensation Results-based compensation has become commonplace in the sales world. There's no doubt that your sales reps already receive some form of commission or bonus based on performance reviews. Where results-based revenue extends to the entire organization and not just to leadership and sales reps is common in traditional work environments.