Why Consistency Matters: Connecting Content, Training and Coaching Services

Last week, I discussed the role of tailored content in driving customer engagement. We covered all of the steps required to tailor your content along the customer’s path and different buyer roles to ensure it’s relevant, valuable and differentiating. Today let’s look at the two missing pieces in driving reinforcement and adoption – proper training and coaching – and why consistency matters a lot when it comes to connecting the dots.
Even if you provide the best content ever, it doesn’t necessarily mean that your sales force knows how to effectively utilize and apply it. (Click to tweet)
Whatever you provide in terms of content requires training to ensure your salespeople understand the bigger picture, why it matters and, most important, how to effectively utilize your new assets. You may say, “We have it all: selling skills, sales methodology and process as well as product training. Why that?”
Look at it this way: