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Why Role Playing Has No Place On Your Sales Team

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Sales leaders regularly conduct role plays with their sales team. In this episode of the Sales Management Minute, learn a better approach to help your sales people improve.

As a sales leader, one of the things that’s been burned in your brain is that you need to conduct role play sessions with your sales people to help them improve. As soon as the team gets the email, a collective groan is heard throughout the office followed by “I hate role playing.” After all, who has time for playing when there are quotas to be achieved and commissions to be earned.

Let me ask you this… When football players are in camp, don’t they participate in drills? When baseball players warm up, don’t they have batting practice? These professionals aren’t playing. They’re developing their skills. If you want your sales people to take these sessions seriously, stop calling them role playing … start calling them skill development sessions. These sessions should be well-structured with a focus on a particular selling skill like converting an inbound call into a meeting or handling a prospect concern. After each participant exercise, you and the team should provide constructive feedback that helps the sales person improve.

Remember, the sales team is the revenue front line of the business. There’s no time for playing, but plenty of time for skill development.

See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.