Sales simulations – they’re better than ever!

Sales simulations

Sales simulations are more versatile, more effective, and more affordable than ever.  So companies are increasingly embracing them. What are some innovative companies doing with sales simulations? Here are some examples:

Creating integrated learning experiences. In the real world sales call execution skills and sales strategy are intertwined – the best sales strategy cannot succeed when poorly executed and vice-versa.  Sales simulations provide a realistic methodology for combining face-to-face sales skills and sales strategy training into a single sales training program.

Addressing strategic business challenges. Companies repeatedly face the challenge of implementing new business initiatives like moving from selling individual products to selling an integrated solution.  Sales simulations are uniquely suited to help the sales team adapt and adjust their exiting skills to the new selling challenges.  They can be customized to focus the skill development on the key business issues the sales force will be facing in making the shift by dragging the real world into the classroom.

In this situation they allow a third option for a classic dilemma: Do you replace your existing sales training with a “new” sales model? The downside risk is you end up replacing the existing common language with an alternative and confusion rather than improvement results.  Doing nothing, and hoping sales people will adapt and adjust on their own is equally problematic.

Sales simulations represent a third option that allows companies to help their sales teams adjust and adapt their existing skills sets to the new buying environment, yet maintain the common sales language in which they are already invested.

Increase the sticky” quotient”. Clearly a challenge in every learning experience is how you prevent the decay of the performance improvement that resulted from the training.  This is why post-program coaching is such a big deal.

Sales simulations provide an additional answer because they are highly customized to represent the day-to-day challenges that the sales team will face.  So the learner does not have to translate what they learn before they apply it in the field.

If you would like to take a deeper dive, tune in to this video on sales simulations.

©2013 Sales Horizons, LLC

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About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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