Hi Brad, my team has a tough time remembering our scripts and utilizing all of the sales tools I make available to them. There are times when I ask them why they didn’t use something and they claim they didn’t know it was there or how to use it best. It’s very frustrating and keeping my business from taking off. What can I do?
The problem doesn’t lie with your team; it lies in your training. How do you train you team? Do you give them enough time to study the scripts until they know them backwards and forward? Do you do regular team trainings? Do you teach them how to up-sell, down-sell and cross-sell?
You’ve got to give your team the tools in their toolbox to help them be successful, but more importantly, you have to make these tools vital and relevant to their success and be sure they know where to find them and how to use them.
This is why I believe very strongly in consistent team trainings. You should also have regular meetings with your team so both you and them can understand what is going on in the business and how best to take advantage of your opportunities.
And at the beginning of each quarter, take a half a day and do extensive team training. Find out what they were proudest of over the previous quarter and what they want to accomplish in the next and give them goals (Key Performance Indicators) that will help you figure out who is performing and who isn’t.
Begin with those steps and you should see improvement straight away and if you want to learn hundreds of strategies for team building and training, check out my book, Instant Team Building.
All the best,