Most sellers love to interact and share. Whether it’s a personal win, a creative idea, a prospecting strategy, or a struggle they need help with … most successful sales teams encourage sharing and are eager to support one another.
And it’s a sign of a strong dynamic when veteran sellers want to teach new sellers, imparting tips and tricks they’ve learned over the years. As a manager, do you have a structure that facilitates a learning environment among peers?
Recently, I spoke with a Sales Leader who has set up an effective way for sellers and management to pool their knowledge and ingenuity and assist one another where needed. In weekly sales meetings, they have what is called “The Hot Seat” which allows group learning.
The manager includes these types of activities in “The Hot Seat” exercise:
- The group picks a category and they go around the horn with everyone throwing out the Valid Business Reason they would use when calling on that category.
- The manager chooses a core selling principle and randomly asks someone to explain it. That gives the person a chance to work on their presentation skills and critical thinking skills.
- In the middle of the meeting, the manager asks if someone has a prospect they’ve been trying to meet with but haven’t broken through to yet. Then the manager will cold call that prospect and put the phone on speaker for everyone’s benefit. Talk about a manager being in the trenches with the team!
What other strategies and learning can be facilitated in this type of scenario? Activities that engage sellers, reveal strengths and opportunities for growth, and importantly, show the team that managers have skin in the game.
Collaboration and peer-to-peer learning has been a key component of every high-performing sales team I’ve ever worked on. What’s your group learning exercise?