Good training in sales is the only way to improve your company’s sales performance. Sometimes you may forget to use some stuff or knowledge that you already have hence sales training can help you remember the things and also learn new out of it.
The world keeps changing and so as you must be. With the new changes and inventions, you must be aware of the skills and processes regularly that can be done by training.
Ask yourself some questions and you may get the answers automatically. Can you properly demonstrate what you are selling? How do you represent your company? How are you handling the counter questions?
Sales Training can be of anything – some of them are explained below:
Any enhancements you have done to an existing application should be informed to the sales rep also. They should be aware of the technical challenges that you as a company can take. Educate about the new features that you implemented and also about those which were new to adopt.
New product intro:
All domain knowledge is really mandatory. Whenever you and your technical team successfully complete any project, that should be shared with each one in the company. The sales rep should be given a brief education about the challenges you faced and how you resolved them so they can create a success story of themselves to a client-facing similar issues.
Without any doubt, your Salesperson would be better aware of your competitors. You may need to guide them with what processes and methods they have in place as a competitor and among them which processes would you like to adopt.
Having awareness about where your competitors are targeting and hitting the revenue is really crucial. Ask and guide your Sales rep to identify the areas they are targeting, compare different Analytics and grey areas where you are lacking.
What’s happening in the marketplace from a critical perspective:
Having updated knowledge about almost everything makes a remarkable impact in front of anyone so as with the client.
Creating an effective sales training program:
1. Decide what’s going to be covered: Take a look at your sales process, focus on the top few priorities like what is the industry doing, what is the company goal in vision, etc.
2. Decide how to structure the information – (Sales mastery and behavior change):
3. Knowledge acquisition: Learn something new
4. Knowledge sustainment: Reinforce something just learned, retain what you learned.
5. Skill development(imp): Convert knowledge into behavior
6. Skill Transfer: Apply the skill in the real world
7. Skill Mastery: Practice makes perfect
8. Decide who will run the training: Identify who among your organization is in a better position with a clear picture in mind of what knowledge to transfer. You may also opt for outside consultants who can take a few sessions and guide your sales rep.
9. Decide how to measure the results: There should always be measurable metrics for all the things you do then why not for measuring the results. The result is something you are targeting and working hard for. Measure what changes are occurring while implementing the new strategy in the processes.
After measuring the results if you find there is still something lacking in the training opt out for coaching and start from there to make them learn more.
Remember that there is a difference between training and coaching.
>> Sales training for managers:
Sales training is to show your reps what they need to do and Sales coaching is to help them improve how they do it.
4 steps to building a successful sales training program:
1. Define your sales process
2. Stop using ineffective coaching techniques: Don’t make it too hard or complex to understand, make it stuffed with real-time examples.
3. Use the GROW(Goal, Reality, Options, Way forward) model during one-on-one meetings.
4. Encourage reps to coach each other.