Training at Acquirent is one of our core competencies. Training at most organizations starts and stops when a new employee joins the company as they are immersed in their company’s products and service. At Acquirent, in addition to this important training we believe that this is just the begining. Training is an ongoing and never ending process of improvement that happens each day.
When we onboard a new client, we have a very disciplined process to get the account set up and to train our new sales professionals. Whether our product training takes two days or two weeks, we immerse ourselves into these products, their target market and their value propositions. One of our partners is involved in every aspect of the training so they are adept at working with the sales team to adjust a pitch or approach as needed. In some cases the complexity of the products and services we sell requires multiple training sessions over the course of several months. In these cases to be productive quickly, we create smaller hurdles and sales objectives that allow us to be able to create a sales pipeline. For example, if the software technology we are selling requires dozens of live demonstrations in order to become proficient, our clients will regularly task us with setting up these demonstrations and we will participate on these as an active listener. This allows us to grow while we have been helpful in creating a sales pipeline.
Acquirent also uses call recordings and call splitters to give real life feedback to individual reps or sales teams. Whether it is on a live call or a recording used after the fact where we can, there is no tool in ongoing coaching that is more powerful than to be able to hear your own pitch. Week over week, Acquirent managers can work with underperforming reps and make sure they have the tools and training to be successful.
Acquirent's new space has a state of the art training facility and technology. We regularly host Lunch and Learns where one of our sales professionals or an outside vendor will present on a topic in which they are an expert.. Most recently we held a session coaching our sales executives on how to productively use social media tools such as Facebook, Twitter and LinkedIn to more effectively prospect or stay up to date with the latest news and changes in their industry
Our office configuration is very conducive to training and learning, each team sits in the same area in an open work environment where teams can collaborate and share sales best practices. We do not have a closed door policy; as a matter of fact all of our managers sit in our open work environment and are readily available to work with one of our sales professional on a pitch or new sales objection.
Acquirent believes that training can come from many sources as well. To foster teamwork, Acquirent built a very strong Mentorship Program that places each sales professional with a more experienced member of the team for a monthly meeting so they have resource to discuss their challenges and opportunities. This program has also facilitated cross industry best practices so that sales teams can learn from one another.