AICC Training (Cont’d from Page 1)
speak the language of business, which is business acu- men and be able to basically become a trusted advisor to your clients and not just another rep. I was fortunate that when I was a training leader for a $4 billion company called Tipton, they sent me to Harvard to learn how to train adults.What we quickly learned was that learning that is spaced out is really ef- fective compared to“one and done.”I think we have all attended those kinds seminars and when we go back to our work we have to fight a number of different emergencies and we forget what we just learned.The design that Taryn Pyle, AICC’s Director of Education & Leadership Development, wanted was to space this over about four weeks. There’s also a sales enablement best practice, which is to train the manager before the salesperson because that is who the salesperson is going to go to for coach- ing. And if the manager doesn’t understand the con- tent, the quickest thing they are going to do is dismiss it, and the salespeople will drop it because they feel their manager doesn’t believe in it. So, the design of this course is we are starting with the sales managers for the people participating,we are going to give them a quiet, safe place to learn but also discuss amongst each other because another key thing that is built into this program is peer to peer learning.
FMN: Explain how the seminar came to frui- tion and why you decided to do it at this time. Roberts :The reason for the seminar is that the AICC has been listening to what their members are saying. When COVID first hit, to their credit, the AICC started weekly sessions with leaders, coaching them on how to respond to the pandemic.Through those coaching sessions they continued to learn about needs of their members and, so out of all the trade groups that I work with, they were the first to offer training on virtual selling, how to build virtual relationships, and how to use social media to help prospect since we can’t meet face-to-face anymore. We provided those weekly sessions and they were very successful. But AICC kept listening and what we kept hearing was that a number of their members are really struggling with virtual sales. I have an assessment tool, which shows me clearly that about 60 percent of salespeople are struggling today to sell virtually if they haven’t been trained or coached. So, with the feedback from their members and with those statistics, we are launching a course. The course is designed to help build the skills need- ed to sell in this virtual environment. The learning objectives include how to ask really good qualifying questions, how to build relationships virtually, how to
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Flexo Market News October 26, 2020 3
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