Opinions expressed by Digital Journal contributors are their own.
There are conflicting opinions about whether a sales script still adds value in the sales process. Some leaders believe that conversations should be organic, with key talking points, but otherwise leaving the door open for the sales rep to go with the flow.
For top performers, this might work – but what about the bottom performers who need more training and practice? Without a great sales script, managers are often setting up their team for failure, asking them to improve but not providing enough direction for them to know when they have “arrived.” With a first-of-its-kind mobile roleplay platform, Practis allows businesses to use their sales script like never before.
“Whether or not you are aware of it, we use scripts every day,” explains Practis Head of Growth, Catia Pecoraro. “Even something as simple as deciding where to eat with someone, you have your perspective and they have theirs, and you are following certain steps or using certain words to convince the other person of something.”
When companies allow their sales teams to proceed without a clear sales script, it prevents them from making meaningful progress and improvement. They have nothing to gauge their own performance against. Practis uploads an organization’s existing scripts and uses their language and best practices to deliver personalized training opportunities to the rest of the team. For companies that do not have an existing script, Practis sources material from the top performers, leveraging the best strategies and distributing them across the organization.
“Having a great script is an important part of the process, but it is even more important to ensure that every member of the team is fluent in that language” – Pecoraro says. As a language learning platform, Practis gives employees repeated practice with a virtual partner, enabling them to speak the language, learn the nuances, and better understand how to communicate with prospective clients.
“There is so much unrealized revenue that is left on the table when companies are not training their sales team to have these engaging conversations,” Pecoraro says. “Instead of a general or hypothetical training scenario that may have no bearing on their day to day, Practis lets you learn exactly what to say and how to say it, and to accelerate your knowledge base and use it immediately in your job.”
Malcolm Gladwell famously wrote that it takes 10,000 hours to gain mastery of a particular skill. Practis has designed a training program that dramatically speeds up that process. It starts with developing a sales script that allows every sales associate to speak the same language. While some companies worry that this process will produce inflexible conversations, research indicates that Practis rapidly closes the gap between top and bottom performers. By giving employees the right tools to accelerate their growth, Practis can mean the difference between a stagnant sales cycle and rapid increases in revenue.
Not only does a great script give employees a template to gauge their own progress, but it ensures that the language is unified across the organization. This makes training faster, easier, and more effective. With Practis, companies can leverage their sales script with personalized, automated sales training, which in turn will raise the performance level of their entire organization.
To learn more about Practis, visit www.gopractis.com.
