What is Science-Based Selling?

What enables one salesperson to outsell another? Why does one sales process produce superior results, while others do not? The good news is there’s a clear, science-based answer to these questions. Over the past few decades, there has been an explosion of scientific research on how the human brain makes choices and which factors influence what we say, how we act, and what we decide to buy. Today we know that heightened levels of sales performance are a result of how closely aligned sales behaviors are with how the brain naturally creates a buying decision.  In other words, the more your way of selling mirrors how your buyers’ brains are influenced and naturally form buying decisions, the more successful you will be.  Read More What is Science-Based Selling? »

Why Sales Simulations Should Replace Ride-alongs

In the past, many salespeople learned how to sell by observing other experienced sales reps on sales calls.  In fact, for some companies, these ride-alongs were a central part of the on-boarding process.  However, with the recent breakthroughs in the scientific understanding of how the brain learns and how expert performance is achieved, there is now an ocean of evidence that has shown that these ride-alongs are highly ineffective at improving sales results.  Sure, a new sales rep can glean some basic information about a sales process or how a sales call should flow from observation, but it does not cultivate the sales skills necessary to become a top performer.

So what should replace ride-alongs?  The scientific data reveals that sales simulations are a far more effective and efficient way to train salespeople how to competently execute sales behaviors or navigate selling situations.  What are sales simulations?  They’re customized, simulated scenarios that mirror real life sales situations and allow salespeople to demonstrate their level of competence and receive personalized, immediate feedback on how they can improve.

Let’s look at three science-backed reasons why you should use sales simulations when training and coaching salespeople. Read More Why Sales Simulations Should Replace Ride-alongs »