One of our early customers is the sales manager for Service Central – David Thorpe.
David has responsibility for hiring and training new field sales people. As a sales veteran, David has a very well defined sales methodology.
The Livescribe Pulse Smartpen excited David as it has allowed him to improve how he not only trains new sales people, but also how he coaches them once they hit the field. This last piece was the missing link for David – how could he effectively coach a new sales person when he couldn’t be on every call.
The first thing David did was use the pen himself in live sales situations. Following his own training he created a number of tutorials and uses these in the classroom to show new hires how to use the sales methodology in the field – from asking questions, taking notes, and closing the prospect. David also uses the pen to show new hires how to deal with objections that a prospect might throw at them. He can replay specific objections and educate new hires using a real life example.
So in this context, the Pulse Smartpen has added value to how he trains new hires and prepares them for life in the field.
The Pulse Smartpen added significantly more value for Service Central and how David leads his sales team.
Virtual Sales Coaching via the Pulse Smartpen
As part of their process of working independently the new hire must capture a number of his first sales presentations. David then uses these presentations to coach his new sales person on what they’ve done well and what they need to improve on.
During weekly sales meetings David will use these new sessions as tutorials with his sales team – reinforcing what a sales person has done right or wrong.
“The value for my sales team is they get to hear customer objections and how to successfully overcome these – not from me, but from one of their peers. This is incredibly powerful as it shows them that the system works and they need to follow the system”.
Thanks for sharing this David. I’m sure as the Pulse Smartpen develops in the future you’ll find even more value for your organisation