We’re very excited to announce we’ve been recognized as one of Selling Power’s top sales training companies in 2017. Each year, Selling Power identifies its top sales training companies based on depth and breadth of training offered, innovation, contributions to the sales-training market, and strength of client satisfaction.
We participated for the first time this year, and we were awarded Honorable Mention. It’s an honor to be recognized alongside top sales training companies such as Sandler Training, Action Selling, and Sales Performance International. There are hundreds of sales training companies in this competitive, crowded space—and we’re thrilled to have Selling Power shine a spotlight on our innovative approach. This recognition comes after Training Industry also put Unboxed on their 2017 Sales Training Companies Watch List.
Some of the sales training results we’re most proud of include:
- an increase in YOY sales (up to 60%!)
- an employee productivity (up to 40%)
As a strategic partner, we help our clients modernize their sales training with short, personalized, engaging content that gets results. We’ve learned great training doesn’t come from a box—it’s custom-built for companies who have unique challenges to conquer.
Unlike many traditional off-the-shelf providers, we offer a smart mix of training and technology to support the entire sales training journey—from onboarding to leadership. Our technology solutions include Spoke®, the social learning platform that bridges the gap between training and communications; and Advisor, a guided selling tool that makes needs-based recommendations and explains complex products and services using interactive demos.
Brian Leach, Unboxed President and CEO, said:
“Our custom-built approach to sales training is tailored to each client’s business strategy. We work closely with stakeholders to develop a behavior model that makes it easier for managers to coach behaviors and develop their sales team. Unlike a lot of the off-the-shelf sales training out there, the content is real, contextual, and engaging. We also support sales teams with our mobile-friendly sales training platform, Spoke®, and our guided selling tool Advisor, which helps customers engage with complex products and services. Thank you, Selling Power, for recognizing our work.”
Rick Lloyd, Vice President of Sales and Client Services, added:
“We’re honored to be recognized by Selling Power, and we know client satisfaction is the best measure of our success. Our approach to achieving consistent and outstanding client service is reflective of our unique company core values: Respect, Excellence, Simplicity, and Trust. It’s also been a lot of fun modernizing training programs for some of the biggest brands in the United States. We’re excited and motivated to continue this great work.”
Want to see why our sales training has been recognized by Selling Power? Join us for a personalized demo.
Spoke® differentiates itself with a beautiful user interface (UI) other learning management systems can’t touch. With the latest Spoke release, the UI gets even better (wait ’til you see the Spotlight Widget!) and drives increased engagement. Plus, learners can earn new badges.
If you’re on a platform like Facebook or Instagram, you’re used to a highly visual experience that constantly delivers new content. The Spoke Spotlight Widget drives learner excitement with a similar mindset–that people love imagery, and they appreciate highlights and reminders relevant to them.
Spotlight features event-based training such as webinars to break up the monotony of compliance-driven coursework. Spoke admins and sales leaders can also use it to focus attention on time-bound resources such pricing sheets for sale events and competitive specials.
The Spotlight Widget is fully configurable by Spoke admins. If the admin doesn’t populate the widget, it simply doesn’t appear. (But based on user testing, admins will love having this in their engagement arsenal!) Additionally, learners will only see the featured courses and resources that apply to them.
Resource Page Redesign
The Spoke Resources page is extremely popular with learners and admins–so popular that over time it became difficult to find the right resource amongst all the categories that had been added to the left-hand navigation.
We didn’t want our users to have to scroll so much! So, Resources categories (and subcategories) are now across the top, and just like courses, learners only see featured resources that apply to them.
But wait, there’s more. The Admin Portal now generates an auto-thumbnail for uploaded documents, making it easier for Spoke admins to deliver that highly visual experience learners love.
An enhanced Resources home page makes it easier to navigate large amounts of content, and a Resources widget appears on the user dashboard for easy access.
The Spoke team is dedicated to making sure the learning experience always feels fresh and exciting for users. In an effort to up the engagement and reward performance, we’ve introduced a few new badges.
Leaners can now earn badges for completing courses, viewing resources or logging in for five consecutive days (here’s the Perfect Attendance badge).
We prioritize Spoke enhancements based on your user feedback. Do you have something you’d love to see? Tell us what’s on your wish list!
If you’re not currently using Spoke and want to learn more, we’d love to give you the grand tour.
You’re comparing the numbers for two sales professionals on your team, David and Serita. David’s are all over the board, while Serita consistently meets or beats her targets. You look into the possible variables: her territory, her goals, her experience, and the hours she puts in. No glaring differentiators there.
So, what’s Serita’s secret? After a little more digging, you realize this: Serita’s success is a result of her behaviors.
Sales behaviors drive results over time, for better—or for worse. If you want to develop your sales team, improve your customer experience, and consistently meet and beat your targets, behavior training is one of best things you can invest in.
What is behavior training?
Behavior training focuses on the choices sales professionals can make throughout their week, and it encourages them to make decisions that will achieve the best results.
Take your needs analysis for example. David can conduct a needs analysis with every prospect, or he can skip it and go straight to the recommendation. He has a choice to make. (We’re hoping he’ll conduct a needs analysis with every prospect, right?!)
Behavior training also builds on knowledge and skills. First David needs to know what he’s selling and why it’s important. Then he needs to know how to sell it (this is where skills like building rapport and overcoming objections come into play). Once he’s learned that, then he needs to choose the actions he’ll take day in and day out—his behaviors.
Think about it this way. You can organize most training content into three buckets:
- Knowledge: What it is and why it’s important
- Skills: How to do it
- Behaviors: The action taken
Behavior training is David’s chance to think critically and apply the knowledge and skills he’s learned. It’s the capstone of your onboarding program—the course that ties it all together.
Why is behavior training important?
Sales behaviors drive sales activities, which in turn drive results. When you’re David—doing your best to keep up with orders, contracts, and Salesforce—it can be hard to step back and analyze the connection between your choices, your sales activities, and your results. But, it’s clear: behaviors are at the heart of his results.
As we’ve learned from our work with sales organizations like BH Media Group, you can’t coach results, but you can coach the behaviors that influence them. Norman Behar of the Sales Readiness Group puts it this way:
A good analogy that demonstrates this point is weight loss. Someone who wants to lose weight cannot simply get on a scale daily and record their weight. While there is likely to be some fluctuation day to day, the results are not meaningful unless they are taking specific behaviors (e.g., modified diet, exercise) that will impact these results.
Behavior training moves the focus from what might be outside of David’s control (market volatility, season, pricing) to what’s within his control (the actions he can take to accomplish his goals).
How should I train sales behaviors?
To create a behavioral sales training strategy, put your analyst hat on. Find out who your other high performers like Serita are, and then ask open-ended questions to figure out their shared best practices.
From there, align their best practices (a.k.a. their behaviors) with your sales process. If the first stage in your sales process is Greet, what are the specific behaviors that characterize an effective greeting?
Socialize what you’ve learned with your frontline, managers, and key stakeholders; get feedback; and refine your design. After that, you’re ready to develop your training.
The key is to give your learners choices. If they choose the right behavior, affirm their decision and reinforce why it was right. If they select the wrong behavior, help them understand why it’s wrong and why a different decision would get a better result. When designed the right way, a simulated, scenario-based approach can work extremely well within an instructor-led context or a self-paced eLearning context.
Remember, it’s easy to focus on results, but you can’t coach results. If you want your sales professionals like David and Serita to apply their knowledge and skills in a variety of real-world situations, let them practice making decisions. Show them how their sales behaviors impact their customer relationships and their numbers. It’s the day-to-day behavioral choices that help them achieve consistent wins.