Valid training success measurement comes through objective measurement methods ✔

You can assume that the evaluation of participants in sales training measures will be consistently positive in the direct context. This is often due to the communicative quality of the person leading the workshop. This is why distributed follow-up feedback sheets are also called happiness sheets. 😀

However, if you want to measure the learning success of your sales team as precisely as possible (and not rely on pure follow-up feedback), it takes more than subjective feelings.

📌 The actual measurement begins long before the workshop. You can only make valid statements about training effects if you start the evaluation early and know the current status.

📌 A precise training success measurement takes all dimensions into account. In addition to sales development, it also highlights the personal factors of your participants. Finally, it also takes into account current industry-specific and global trends.

📌 One or more follow-up measurements are required after a set period of time. This measure enables further conclusions to be drawn, especially with regard to turnover figures, implementation in everyday work, and learning progress actually achieved.

TEA, our Training Effectiveness Analysis, provides a complete picture of all crucial factors and is essential for the precise determination of training success and needs. 

Do you want to offer your sales team more than just happiness? Measure training success, determine training needs, and promote a successful learning process!

Information on TEA (and more!) at https://www.upgradegroup.com

#sales #training effects #training success measurement #training success #salestraining #sales training #corporate success #TrainingEffectivenessAnalysis #TEA

Training effects in sales:Correctly allocate sales increases!

 

What factors play a role when you want to clearly attribute the effects of your sales training?

 

🌐 Type and timing of the analysis

🌐 Industry development

🌐 General global/regional economic and political development

🌐 Individual influences to which each team member is exposed

🌐 Content of sales training

 

And what are the challenges?

 

If we were to look solely at the ‘hard facts’, it would be the turnover figures that are available to us. But relying on turnover movements alone is a method that has proven to be too one-sided in practice!

 

An example of possible misinterpretation:

 

Imagine that your sales team has recently had sales training. In the weeks following the training, the sales figures of individual customers develop successfully. You are enthusiastic about the learning curve of your team, however, you overlooked one detail: The specific clients have a common denominator – they operate in the energy production sector, and it’s growing rapidly!

 

It’s safe to assume that the increase in turnover is not solely due to the training effects but to the general economic development. In order to prove the success of your sales training, other aspects would therefore have to be taken into account.

 

Intelligent tools for training measurement use a solid before-and-after view, include all relevant aspects, and evaluate them accurately.

 

TEA, the Training Effectiveness Analysis, is able to map all these factors with pinpoint precision.

 

For more information: https://www.upgradegroup.com

 

#sales #productmanagement #sales training #success measurement #salestraining #TEA #TrainingEffectivenessAnalysis

Customer success through understanding personal motivation 🚀

In the world of sales and customer service, the question of a customer’s motivation is of crucial importance. Understanding the “why” enables a more targeted approach and opens up the opportunity to better fulfill individual needs. 🎯 Customers have different goals and challenges that influence their purchasing behavior.

Knowing their motivations enables a customized experience that builds trust and promotes long-term relationships.

➡ An offer tailored to motivation is more convincing and sustainable, as it is geared towards the long-term achievement of the customer’s goals.

Practical steps to identify personal motivation include

✅ Active listening

✅ Targeted questions

✅ Observation of non-verbal signals

✅ Analysing past decisions

Understanding customer motivation creates the basis for more successful sales strategies and trusting customer relationships.

👉 How does your sales team find out what motivates your customers?

The importance of a well-thought-out customer relationship strategy map 🗺️

If you want to respond to your customers’ needs in a targeted and effective way, a clear overview of their relationships and influencing factors is essential. With the help of a customer relationship map, you can visualize complex network structures, identify key players, and understand the strength of relationships. The easiest way to create this map is with a drawing!

How do you go about it?

📌 Start by identifying all key figures such as superiors, employees, and other influential people in your customers’ environment

📌The customer is at the center of the map, surrounded by individually designed symbols that represent people, groups, and organizations.

📌Use different sizes and types of icons to show the relevance of each key figure and use connecting lines of different thicknesses to show the frequency of communication.

📌Don’t forget to include yourself in the drawing and feel free to use other symbols to emphasize other important aspects.

👨‍🏫 A coach can help you analyze the drawing and answer questions about the current situation and the ideal network design. Record your findings in writing and identify any missing information.

Look at the complete drawing and analysis to recognize which factors can be positively influenced and which adjustments will lead to an optimal result. Use your conclusions, for example, to make adjustments in the exchange of information with advisors or in the use of resources.

A well-thought-out customer relationship map is therefore an indispensable tool for effectively managing your customer network.

Contact us if you have any questions or would like support!

⏩ www.upgradegroup.com/kontakt/ ⏪

#sales #customerrelations #networking #marketing #mapping

Account planning step 1: How to handle information correctly ☝

Every interaction with your customers influences the perception of your company, influences recommendations for your products and services, and promotes long-term customer loyalty.

But how can you take a strategic approach to the customer journey to ensure that your customers have a positive experience and that sales figures increase?

When strategically planning the customer journey, precise information about salespeople, partners, and companies is crucial. In most cases, not enough information is initially available. This is exactly where you should start and differentiate between the information you collect:

Personal judgments vs. facts:

1️⃣Unterscheiden Make a clear distinction between what you know, what you think you know, and facts.

2️⃣Reflektieren Your judgments and your role in the planning process.

Gather information on the following points:

📌Customers – which customers are you focussing on?

📌Contact persons for your customers.

📌Network – all relevant people in the context of your products and services.

📌Value proposition of your products/services.

To optimize the collection of different types of information, you should check which tools enable the best information gathering and which resources are available to you to close gaps.

Successful customer journey planning requires clear distinctions, early insights, and effective tools.

Would you like support with your action plan? We would be happy to advise you!

⏩ www.upgradegroup.com/kontakt/ ⏪

#customerjourney #customer satisfaction #sales #data #customer loyalty