This is a YouTube video titled "Sales CAN Be Systemized -- Start with a Sales Objections Wiki" containing a monologue or presentation from December 28, 2023, discussing the inefficiencies of relying solely on shadow sessions for sales training and advocating for written resources like playbooks or wikis to improve training effectiveness.
If you are still relying on using shadow sessions where someone's sitting in the room and watching somebody else work to train your employees, you might be wasting a lot of money. Take for example, sales. Yes, sales is a skill and you want to be able to shadow how other people do it. But there's also a lot of information you need to know in order to sell effectively. Things like what are common objections? How do we overcome them? What are some good questions to ask our particular prospect to get to the root cause of the problem? All of these things are things you could write down. And if you can write them down, you probably should. Because the time it takes somebody to verbally remember these, say them out loud, and have somebody else understand them in a two person conversation is going to be way more time consuming than having these in some kind of playbook or wiki that a new team member could just read. Shadow sessions are a fantastic tool, but they cannot be the only tool you use to train your team members. Otherwise, you're just burning money.
