Flexo Market News
AICC Training (Cont’d from Page 11)
do a top performer analysis in some companies, but you have to define what top performer means. It’s not just revenue.A lot of these people in this industry they might have inherited accounts and because of that they have the top revenue. So, the question I ask is: ‘If you were opening up a new market, you’re going to open up a branch in Mi- ami, who would you send there to open it up?’That’s your top performer.And then we look at the data.What does a top performer have? Typically a top performer is resilient, they are committed, they are accountable, and they have a really strong will to sell. So that is what is unique about the tool that I use. Not only will it tell me if you know about sales but will you pick up the phone and sell? We look at the top performer’s results in 21 catego- ries. So we now know what good looks like.Then we have everybody else take the assessment and we close the gaps and we are basically cloning your best of the best. About 30 percent of salespeople are in the wrong role. We have a tool now that we’ve developed post- covid called the“rightsizing tool.”And what we can do is capture what’s important in every role.We capture their revenue,their pipeline.We capture their strengths about things like working remotely, consultative sell- ing and then we produce a report. And it shows you, if it’s green, that means the person is in the right role, they have the right skills. If it’s yellow, they are in the right role but they need some new skills. But if it’s red, this person is not even trainable or coachable. And if that person is not, now is the time to act on that. Everybody is restructuring their sales organization for the future. For example, we are seeing a lot of peo- ple moving in the direction of inside sales, less outside sales. But don’t assume that just because somebody is really good in outside sales, they are going to be good in inside sales. It’s a whole different animal.What we need to do is put the right people in the right roles. It’s never been more critical than today because as we adapt, we just want to give our customers the best ex- perience. FMN: Can you talk a bit about prescriptive training and its importance? Roberts : I learned the hard way. When I was at a prior company, what they always did was they had a curriculum and we taught it to everybody. I was asked to train what they called experienced hires. In other words, people with industry experience that they just hired, as opposed to kids right out of college.What I did was the easiest thing for me as a trainer: I trained them on everything. But what I learned was, that was
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12 October 26, 2020 Flexo Market News
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