is your B2B sales team struggling to consistently hit targets one of the simplest ways to transform your sales team from mediocre to actually Elite is by running a weekly sales training meeting but here's the issue most are run them poorly and lean to subpar results in today's training I'm going to show you the edra training framework that develops habits and will help you transform your rep's performance hey I'm Marcus Shen founder vley Consulting Group in which we train and Coach reps and team to hit sales targets with repeatable Sales Systems now prior to this I
rent 110 plus employee sales or in which we hit and exceeded our targets every single year but whether I rent a 10% team or 110 person team we were consistently number one and big reason why it was how we trained our reps every single week and I'm going to show you how in today's training and if you stay till the very end you'll not only learn the edra training framework you'll also learn the exact presence Club winning format of a powerful 60-minute meeting now what's key to understand is that the week sales training is just
one of the five key pillars you must be implementing on a weekly basis as a world class sales leader to get results and it starts off with number one world class onboarding when you hire new reps you want a robust 30 60 or even 90day onboarding training plan so this is a sample example but it's clearly structured early days weeks 1 through 12 every single day what's gets learned this is just one component of it right but you can get very very robust down to exactly what needs to be be trained and this is absolutely
critical because this helps them develop sales skills that's going to set them up for Success you must give them structure and develop foundational skills number two weekly 101s this is a set time you're diving deep into the challenges of each rep and then you're coaching them to improve here's a simple oneone form I use my team to help lead them to success it's incredibly simple where we recap their prior week's action items we talk about their commitments where they are actually the Delta whether it's for the month quarter for the summit club or presence club
and any business we sold that we have to discuss next still and also we set clear actions for the next following week incredibly simple yet highly effective next we have number three weekly call reviews or tag team calls These are times each week you are either on sales calls with each rep or listening to recorded calls to identify skill gaps to help improve their skills number four the weekly sales meeting this is to set the vision and provide a Cadance of accountability for each rep to share how they perform the prior week I usually also
bolt on some role play at the very end as well as supplemental training and then number five is the weekly training which is why we're talking today this is the dedicated time where you are training and reinforcing sales skills just like pro athletes have dedicated training time so should your reps now you might be asking yourself that seems like a lot of things I got to do every single week how does that actually look on an actual calendar or schedule so here's a super simple schedule that I had put together for my sales or years
ago to get some inspiration for you so for instance here we had sales meeting every single morning on a Monday and then the training meeting was every single Wednesday and then the manager also ran their one ones with their reps Monday mornings Wednesday mornings Tuesday in the morning and Thursday in the morning as well when they're in the field on appointments with reps and then they'll be riding with reps and hit an appointment about half the week as well so at the end of the day you as a sales leader your number one job is
to make your team successful because when they are successful they will sell more they will earn more and your turnover will go down because they're actually getting results and they're happier now in today's training we're going to focus on how run the weekly training meeting using the edra framework what's key to making it a worldclass training meeting preparation you don't want to start a meeting and have no idea what you're going to train on so I recommend that you have a clear learning plan mapped out for your team this means you have mapped out exactly
what you're training for each week and you have the training materials for it now at the very minimum you want to have at least 30 days planned out but obviously the more the better this way you don't feel the pressure of trying to figure something out the day before the morning up but it can actually be a robust intentional training designed to improve their sales skills so they actually get better at their job and they close more deals and bigger deals for you for instance this is something we provide for our clients and which is
a learning plan that Maps out L weeks one all the way through the whole year we provide them the exact skill development the lessons the trainings and all the resources that come with it to do the exercises all right now obviously this is very very very robust you don't have to have this robust but the very minimum you should have at least $0 days map out whether it's on a Google doc or on calendar invites this will make it far easier for you to implement because the cool part is is when you have this far
map down you can adapt and change it obviously depending what's going on with the Reps but it's far easier to shift things around versus always trying to come up with a new plan for training now let's talk about how to run a worldclass training meeting and there are really three steps of this with the edra teaching framework implemented into step two so first is recap start off with a high level recap of the prior week's learnings ask each of your rep to share a win or learning they had applying it now remember that any progress
is good progress and it doesn't need to be a Monumental win the goal is to reinforce and encourage behaviors that you want to see continuing this is maybe 5 10 minutes max and it's really important for setting the tone and energy for the team then you go into step number two which is your train this is where you're going to use the edra framework which stands for educate demonstrate role play action items this should take about 20 to 30 minutes max first you educate you start off first by teaching the principle whatever skill you're working
to develop and it's highly recommended that you teach in Frameworks as that helps learning and skill adoption so for example hey team today we're going to focus on a five-step heart method for objection handling or here's the eight-step powerful methology we're going to use for deep Discovery now as another really clear example hopefully even this video you're watching I'm explaining the four-step edra framework this just makes it easier to follow along or what a lot of my clients do as most aren't necessarily think in sales framework is that they use the custom learning plan we've
built for them kind of like this and then they'll just watch the module provide for their team which is taught in Frameworks and then they execute on the exercise in the short video this makes it far easier for them depending whether they're cover anything from prospecting to maybe cold emails to powerful discoveries and more this makes it easier for them so they don't have to worry about creating their own Frameworks they can just use something that's already been proven and already Works across thousands thousands of reps next we go into the D of edra which
is demonstrate now you as a leader demonstrate whatever is being taught let your reps be the tough Prospect and role play with you this will reinforce belief in the principal and as you as a leader this should be about 5 minutes or so this is really important for you to do then R is role play now each of your reps pair up and they each role play encourage them to be tough on each other because the more they prepare internally with each other the better prepared they'll be with Prospect and this should go for about
10 minutes or so and then we go into a action items now after the role play Depending on time you can choose one person role play with you in front of everybody now again do not be afraid to be a tough Prospect because this is how you make them stronger on real sales calls let's be real here most prospects are generally pretty neutral they're apathetic so you want to make sure you act like a real prospect that they're going to deal with in real life and obviously the tougher it is the better it's going to
be for them after the role play you can provide feedback and you have the team provide feedback as well and then you'll set action as if applicable for the team for the next week and then the next week after you basically just rinse and repeat okay so let's review really quick the overall flow of a perfect worldclass training meeting number one that's the recap this is a high level recap of the prior week's learnings and each rep shares a win number two train this is where you use the edge of framework of educate demonstrate roleplay
and actions and finally number three repeat it each week do this consistently well and you'll see your teams results Skyrocket over time now if you want our help with either training your team or getting custom learning plan and go and put a call below and if you want to see exactly how one of my clients team had every single member on his team hit and exceed quota and how they became the number one team in a billion dollar or by applying these principles I'll see you in this next video right here
