Sales presentations make a huge difference to the performance of your sales team – they go into battle charged with greater confidence, access to the right information at the right time, and with a message that truly resonates with your audience. In short: the key to great sales success.
To ensure that your sales team buys into this ‘brave new world’, we’ve collated five simple tips to ensure that you and the team get the most out of your new shiny presentation…
Step One – Don’t just email it to your sales team
You have to bring them together and reveal it as an important and very valuable new sales tool. Take time to explain the thinking and the proven techniques that sit behind the creation of this new deck, and look to get their buy-in early on.
Step Two – Listen to the feedback
By sharing your presentation with them in this way, you will undoubtedly get feedback. Listen to it. Embrace it. Recognise that (most) feedback will be coming from a positive place where your team want to ensure that they get the most out of this new sales tool. Dismissing their feedback as moans will serve little purpose and runs the risk of your team creating a ‘black market’ of unbranded, off-message, and very un-corporate slides that are used when no-one is watching.
Step Three – Demonstrate what good looks like
Now is your opportunity to stand up in front of your sales team and prove to them the impact this new sales presentation will have. Great presentations are delivered by presenters who understand the importance of getting the message right and connecting with audiences in a truly compelling way. You need to show this in action! It’s time to prove to your sales team that this new presentation will help them make the prospect connection that is so vital to sales success.
Step Four – Review, tweak, improve (and repeat)
It is absolutely vital that you keep your sales presentation fresh. A phenomenon that we call ‘presentation creep’ befalls sales presentations quicker than any other type of presentation; where an extra slide is added here and additional bullet points are added there. Very quickly your powerful, focused, and engaging sales presentation becomes meandering, bloated, and of little value to your presenters or your audience. Keep it fresh. Add new case studies as they come through. Factor in feedback, not only from presenters but also from your audiences. What elements are they finding most valuable and which elements do you find you rarely use? By listening, monitoring, and then refreshing your presentation, you’ll ensure that its shelf life lasts way, way longer than any previous iterations.
Step Five – Celebrate success
This is a step that few people remember to put in place. It’s a simple thing, but it’s absolutely vital to ensure that your sales presentation investment pays off. Make the most of the new wins that your sales presentation has played a part in, and share across the sales team. It will underpin the important investment you’ve made, not only financially but also in the time you’ve put into this presentation.
So, once again, congratulations on your new sales presentation! We wish you all the very best sales success (and don’t hesitate to call on us with any questions!).