A strategic, organised training programme is one of the best ways to maximise performance in any sales organisation. However, many sales managers struggle with determining what training is required, how much of it is required, and how often it is required? When this is combined with time constraints, many managers opt for the traditional two-day intensive sales conference, in which the employees sit around listening to an “expert” teach them things they either already know or may forget by the time they return to their hotel that evening.
Your team members are likely to have different strengths and weaknesses, as well as varying levels of experience, so sending them all on the same course could not only be a waste of resources, but it could also demoralise the best performers. The good news is that with a little strategic planning, you can create a programme that will not only improve your company’s bottom line but also help you keep your top sales representatives.
Definition – Sales team training is the method of equipping sales representatives with unique skills for conducting their jobs more effectively and assisting them in correcting sales performance flaws. When a new product is added to the market, the market situation shifts due to the introduction of a new competitor or technology.
7 Attributes of sales training
- Sales preparation is given to help sales representatives to improve their selling abilities.
- It establishes marketing principles and techniques.
- The sales department’s scheduled and coordinated operation is sales training.
- Sales training is beneficial to both the sales company and the sales representatives.
- For the benefit of both new and experienced salespeople, training programmes are planned.
- Sales training is provided to find solutions to a variety of challenges.
- Sales training goal is to provide consumers with the highest level of satisfaction possible by using salesmen’s expertise.
Do your leaders really meet the requirements of your team?
It’s essential that the leader objectively assesses the team’s strengths and weaknesses, as well as the deficiencies in their expertise, both collectively and individually, and the company’s needs.
Business and the economy are once again being forced to confront the second wave’s wrath. Many businesses successfully converted and adapted during the lockdown using different virtual techniques for virtual sales. When things improved, they eventually returned to more conventional (offline) modes of work. It was more of a hybrid (semi-offline-semi-virtual) world. You team would have to switch to an entirely virtual mode of work once more.
5 essential tips for sales team training
COVID-19 has transformed a lot of sales, and for many of you, selling virtually has become a necessary part of your business. Some have taken to it like a fish to water, but the majority are still struggling to master it and waiting for things to return to normal.
- Begin with the basic principles – Some skills are transferable through industries, products, and sales methodologies. Many sales managers underestimate the importance of ensuring that their salespeople are well-versed in the fundamentals of good marketing, as well as the practicalities of navigating the tools and systems they are expected to use. You’d be shocked how many salespeople don’t have a clear understanding of the product or service they’re supposed to offer. If you have a product that is continuously being developed or improved, you may need a more effective onboarding plan for new employees or some refresher courses for volunteers.
- Virtual learning – It’s just not practical to send the entire sales staff to a training event, since this ensures your sales process will be paused for the duration of the session. This strategy is also based on the fact that everyone on your team has the same requirements. Create a customised training plan for each team member that addresses their unique requirements, as long as they are in line with the overall objectives.
- Motivate your team – Schedule daily one-on-one feedback sessions with your sales team and pay attention to their suggestions while providing your own. Though group sessions may save time, people are often unable to accept flaws or weaknesses in public. It is also important to implement an incentive scheme, which does not always have to be monetary. People will feel respected and inspired to keep going if they get simple praise and acknowledgement of changes in results, particularly if it is done publicly. A monetary incentive scheme, of course, will be beneficial.
- Working on skills – Your team has a wide range of talents and experience, which you can use to your advantage. The buddy or mentoring system has been shown to be effective, especially when your sales process is complicated. Work with the senior staff to create a training plan that can also serve as an orientation programme for new hires, and ensure that new or inexperienced salespeople are paired with a mentor within the team. This method of information transfer and sharing is very successful, and it’s also a great way to find the weak points in your sales process. Newcomers have a tendency to challenge procedures that long-time employees may regard as “just the way we do things.” However, keep point 3 in mind at all times. You don’t want your top salesperson to spend the majority of their time practising instead of selling.
- Question remains key – Run a questions workshop as part of your understanding of your prospects’ customer journeys to train your sales team. Work through each stage of the buyer’s journey and compile a list of frequently asked questions. Then compile a collection of responses so that each sales representative can respond in a consistent manner. Double down and create educational content in the form of a whitepaper, e-book, tip guide, checklist, video, or podcast episode that allows the rep to answer the question and then provide additional knowledge and insight.
Centum learning helps your sales team to know the reality that sales training will never be complete. One of the most important aspects of effectively managing a modern sales team is creating a community where learning and development are recognised and celebrated.