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Make Winning a HabitGood leaders regard every encounter as an opportunity to coach.БЂ«The key is integrating these new processes, embedding them in every aspect of your culture from management language to forecasting, the sales cycle, and compensation. How Salespeople Learn: C.A.S.H. Learning Model Before you can transform your sales force, you have to understand how adults learn. In addition, salespeople learn differently from other adults. In our experience, there are four steps: curiosity, awareness, skill, and habit (see Figure 9БЂ“1). Curiosity Curiosity is the seed of learning БЂ” the individual has to bring this to the table. In our sessions, we always have a mixture of sponges, vacationers, and prisoners. The first two hours are spent getting the prisoners to unfold their arms. They are prisoners of their own experience. We have to create a gap between where they are and where they need to be to survive and thrive as the demands of selling and the buyer evolve. They need to understand that they must either grow or go. Awareness New awareness is important to personal growth ...» |
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