RAB Insights

RAB Research Archive

Use success stories to train and motivate

As a sales manager, it’s often not enough to talk through sales theories and simulations without examples to back them up. Sales reps need real-world success stories to get inspired.

Choose stories and case studies that show examples of what worked, what didn’t, and how the process works from start to finish. It also helps to discuss common themes in a successful sales experience and look for patterns and metrics.

Once you walk through the success story and the results, break down the process into actionable steps so your team can replicate and apply them to their sales activities.

Source: Sales strategist Jared Fuller