2 weeks ago, I and my presales colleagues attended a software demo training and during the session ( and also after the session ...) I was wondering about the right behavior we should observe during this kind of training. As a matter of fact, who doesn't need training ? who doesn't need to improve himself ? Of course I understand the point of view of some colleagues of mine... I fully understand that one could see him as offended by the training in itself about his own daily job. That's the negative thoughts :"Oh I have been presales for so long years working hard every day and giving the best I could to my company and my customers and now what is the message that my company sends to me ? I would need training ! I am not as good as expected ! Oh they didn't appreciate me as they should do !"
Consider now the opposite positive thoughts :
"My company takes care of me and appreciates a lot what I have already done and for this reason my company is investing times and money in order to improve my personal skills"
Well, the last statement seems a little bit naive (I agree) but is obviously preferable a lot to the negative one.
But anyway, what is the right attitude during the training meeting ? the answer is very simple : the right attitude is to play the game and to apply the best you can the tips and the concept of the training. Afterward of course, feel free to apply or not the technique you learnt about, feel free to say I don't agree and bla bla bla...
But listen and learn with the heart and the eyes of the beginners when you are attending a training. Learn as if you were to live forever.
What do you think of that ? do you agree ? Do you feel as some of my colleagues offended when your company wants you to attend a demo training ?
1 comment:
Speaking from a Presales management perspective, any time my company has spent money on Presales Demo training, a lot of research has gone into the choice of a company to deliver the demo training. As you said, there are two ways to look at it, positive and negative. My suggestion is positive. Demo training is rarely about how to demo and more often about techniques to engage the audience, keep them interested, and mine for business value. Although most good presales people already most of these techniques, reinforcement and new methods are always helpful. Even the best sales people can get something out of sales training so why would the best presales not get something out of presales training. If nothing else, think of it as a good opportunity to spend time with your peers and exchange information and ideas.
Post a Comment