How shocking is this: almost 6 in every 10 American employees complain about their training quality at work.
Ready for more? Businesses that don’t train their recruits lose twice as many employees as companies that invest in training new hires.
The need for training is even more critical in the door-to-door sales space, where the results sales reps deliver are enormously dependent on the quality of training they receive.
In this episode, we enjoy Joe Jordan, founder of Siro.AI, give us first-hand education on how critical training reps is.
Joe further teaches us to leverage cutting-edge technologies to better equip our reps for top performance.
A little on Joseph Jordan and the need for more practical sales leadership
Joe has a unique mix of sales and engineering. A trained engineer, Joe also boasts significant experience in direct sales from his time on the doors when selling Cutco knives for Vector Marketing.
Joseph finished in the top 2% of reps in his first summer. Due to such remarkable performance, he was elevated in his second summer to a sales manager position.
Here, he managed a team of 186 reps, with equally impressive team results. However, Joe noticed a significant deficiency in his leadership.
As much as he would have loved to guide and motivate his team, he didn’t have enough actionable data streamlined to each rep’s sales processes, with which he could exclusively direct such rep.
This was a fundamental management handicap he moved to assuage with Siro.
Lack of data for more effective sales reps mentorship
The door-to-door sales industry is a personalized industry where a one-size-fits-all leadership approach wouldn’t work.
Each sales rep has his unique personality and the distinct challenges they encounter in their sales processes.
This makes it challenging for a manager to remotely diagnose the specific malfunction a rep’s sales process could be suffering.
The traditional mechanism to discern such defects would be the manager physically shadowing the rep. More than being redundant, this system is ineffective when a manager has a large team to supervise – while still maintaining his personal sales.
This is one core flaw door-to-door sales technologies like Siro solve. By archiving real-life conversations, managers can more accurately examine the verbal transactions a rep has with prospects.
With such in-depth and personalized insights on the rep’s sales pitch, the manager can give more actionable and streamlined guidance to such reps.
Managing at scale in a 21st-century door-to-door sales landscape
From the way modern direct sales teams are structured, managers can have hundreds of sales under their wings at a time.
We have already ruled out the inefficiency of physically shadowing hordes of reps. This leaves managers with another odd option: rummage through a disorderly pile of recorded and transcribed sales conversations (between reps and homeowners).
While this is painful enough for a manager managing five reps, imagine how horrible it would be sorting through such jumbled transcriptions for hundreds of reps.
This makes it wise to leverage AI (artificial intelligence) solutions like Siro, which automatically record reps sales conversations, transcribe, and neatly segment such into critical phases like making a first impression, handling buying questions, overcoming objections, smoke screens, covering pricing or closing the appointment.
This way, the manager’s job is simplified as he can more rapidly scrutinize such records, identify the defect, and quickly prescribe a personalized solution via easy voice comments.
Increasing accountability via more accurate supervision
It is no secret that reps step up their sales games in a work culture steeped with accountability.
For example, reps hit the right notes when you physically shadow them as they know you will more accurately evaluate their sales process and see if they are underperforming.
It is the same when you leverage accountability solutions like Siro to curate sales conversations between reps and prospects in real-time.
With such technologies, you can zero in on every specific detail of the time they spend outdoors knocking and precisely ascertain the value they deliver for such time.
Rather than arbitrarily guessing performance, reps know you can easily pick their underperformance out when analyzing their sales processes with Siro, forcing them to kit up and deliver more.
Rather than cry wolf at the slightest failed sales conversation, door-to-door sales preps will have a higher sense of responsibility because there is more transparency in supervision and much more informed management to answer to.
Archiving prime moments in sales
The less analytical and statistical you are with your sales process, the more you depend on luck and cheap fortune to sell.
Data-focused teams can string together a series of peak performances, consistently iterating and scaling such results.
How?
For example, by documenting and archiving their peak performances with Siro, these teams can better derive actionable insights from such undertakings.
This way, they can tell what they are doing right to generate results, integrate such insights into following campaigns, and scale output.
Instead of suffering rollercoasters (up-down swings in results), teams can more sustainably maintain peak performance, knowing specifically what tactic to leverage at every unique circumstance to increase sales outcomes.
Better customization in door-to-door sales mentorship
Today’s door-to-door sales industry is adorned with a diversity of selling styles.
The industry is loaded with a broad spectrum of personalities, meaning the sales template that works for rep is not guaranteed to work for rep B.
Managers risk handicapping their door-to-door reps when they force sales techniques (disharmonious with the personalities of these reps) on reps.
AI solutions like Siro intelligently segment the best reps in the industry by their distinct style and approach. This curation is then made available to reps.
This way, reps can tap into more streamlined mentorship by harnessing curated sales conversations of senior colleagues they share personalities with.
Consequently, these reps can be mentored directly by people who better align with them behaviorally, ideologically, and even physically.
Listen to the podcast to get fuller insights into harnessing modern technologies to train top-performing door-to-door sales reps in a much evolved 21st-century sales terrain.
Recent Comments