Sales Reps Love eWorkbook Feedback as Engaging Screenagers

DrWarren Engaging Screenagers business plan workshop with eWorkbooks

Sales Reps Love eWorkbook Feedback as Engaging Screenagers

I was just asked how an eWorkbook could be translated to be used as a an aid for salespeople to monitor their progress.
As we hear over and over take 2 salespeople with equal abilities, with equal territories, with equal products, and the salesperson who keeps accurate records to monitor Moments of Growth will sell twice as much as the one who doesn’t keep accurate records.


This is the same for work weight loss and you compare 2 people as Zig Ziglar tells in his book.
The first person who says, “I don’t eat that much,” (junk engagement) compared with the person who keeps accurate records of everything they drink and every bite they eat, the person with accurate records person will lose weight twice as fast and keep it off longer than the other.
When we talk about Moments of Growth in learning is similar to sales as every sales call you make is a moment of growth. (optimal engagement)
Are you learning from every sales call? The answer is, “yes.”
If you made the sale, your Moment of Growth was to ask yourself what you did well so you can do it more often.
If you didn’t make the sale, your Moment of Growth was to ask what youself what you could have done better, so you can improve next time.
There is learning in both of these, but the problem is are you recording that moment of growth learning?
A while back I collaborated with a sales manager friend and we worked with her sales reps and each rep created her or his own Moment of Growth eWorkbook so each rep could record growth experiences during sales calls.
The reps created the name “Moments of Sales,” but I’m not a big fan because it’s the Growth that we’re looking for a way to track and let reps give themselves feedback on their own sales process. (optimal engagement)

Think about new sales reps who don’t know now they are doing because they don’t know what feedback to look for, and when they created their own eWorkbooks on their mobile phones the new reps guided themselves through their own process to get feedback feedback. (optimal engagement)
DrWarren Engaging Screenagers business plan workshop with eWorkbooks
DrWarren Engaging Screenagers business plan workshop with eWorkbooks








Basically eWorkbooks helped the sales repe knew more what they’re doing as they could monitor themselves and see their own feedback. (optimal engagement)
By creating individual eWorkbooks for each team member based on her or his own experience and skill levels, the sales reps sales managers were quite happily surprised with the jump in sales results. (optimal engagement)
Ok you’re asking what did we do?
It’s quite simple really, as we went out with the sales reps and asked them questions or had them ask questions and they included the questions to create eWorkbooks. (optimal engagement)
They kept their own eWorkbooks on their home page of their phone and after each sales call they would just speak into the phone to capture some ideas in “Moments of Growth” they experienced. (optimal engagement)
A couple of the sales reps actually created eWorkbooks to be used before they went on a sales calls to help them check their own moods before the call. (optimal engagement)
They told us they could see a high correlation with being in a positive and excited and energetic state and making the sale. (optimal engagement)
I met with the same sales manager friend a months ago to make sure the improvement in sales wasn’t just due to the excitement effect of using the new tool.
My sales manager friend told me the results have been continued to remain high as all of the sales reps have improved their sales averages.
As we’ve been doing the follow-up research (yes, I will always be an academic data nerd at heart) we found distinctions among the 3 levels (new, medium and experienced) sales reps.
The new sales reps liked using eWorkbooks because the feedback helped them to learn the key performance details to focus on to help them improve.
They were looking learning to look for feedback and distinguish which feedback details were most important.
Two of the more advanced sales reps said that catching the ideas in the “Moment” had helped them realize their best sales ever and both had found new distinctions when they used the eWorkbooks.
A few preliminary best practices seem to have been forming.

StrengthsFinder 2.0
As a beginner it’s helpful to look for the things you do well, focus on getting eWorkbook feedback on those skills and do them better. (optimal engagement)
For the middle level sales rep you’re looking for eWorkbook feedback to help you refine your foundation skills that and the same time build awareness for details that will take you to the top level in your sales. (optimal engagement)
For the strong sales rep, focus your eWorkbook feedback on those weaker areas in your skill set to refine them as those little weak areas are the only things from holding you back from leading all the top reps. (optimal engagement)

Wouldn’t it be great if you as a sales rep could get Moment of Growth feedback you need when you need it to take you to the next level in sales?
What is stopping you could it be could it be that you are holding back your own success when you don’t use a feedback to all like and a workbook.
In the end of your career wouldn’t it be great to have embraced the tour they gives you what you need or do you want to look back at your career and say why didn’t I do that?

Give reps Moment of Growth feedback-explode sales success.

You can see examples of screen innovations for Optimal Experiences at JOIN THE CURATION: Google+.
Remember to engage tomorrow.
Following with you.
Keep it simple.
All the Best, Warren
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Dr Warren LINGER © 2017
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