Building a sales plan: Planning to Train – Hunters

This next few posts are dedicated to training your different team members. Since there will be an entire series on training, and each group will be covered in detail, I did not want anyone to mistake this for that.

What your plan needs is dedicated time for achieving particular goals. The training goals require looking at particular roles and slicing up the plan.

For hunters, it is important to train to five areas:

1. Organization and time management
2. Segmenting activity
3. Pipeline development
4. Qualifying and objection handling
5. Pitch and cold call communication

Hunters tend to have a short retention span. A good coach does not get flustered at having to repeat training for hunters. If you teach to five points a rep may get one. When the rep gets a couple more the first may be gone. This is what makes for good hunters, the attention span leaves them forgetting the “No’s”.

Plan to have mini individual trainings in your one on one each week. These will focus on activity and time management. Give them tips on how to maximize their efforts and repeat them weekly.

Have monthly trainings dedicated to calls and qualifying. Work on objection handling in every weekly meeting. Let the successful teach their part and work your plan around those who “Get it”. Cycle through your trainings and repeat. It is wise to have a years worth of training and to spruce them up as you bring them around again.

Also, get you hunters reading. There are many books on sales, but what hunters need is books on personal development. The tricks of life will keep them focused, and if you can get them into some leadership reads, they will thrive.

I will give a recommended read list next year, but for now at least get them training. The more they hear, the more they will absorb. The more they absorb, the more they will sell.

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