If you are running a business which sells a product or service, as most businesses do, then it is important that either you or the staff who are involved in sales are adequately trained up for it. Without sales training, you will find that your team will find it more difficult to convert potential customers and close leads. Unfortunately, this can have a negative impact on your company and cause your growth to stagnate, not only because you will not be reaching your sales targets but because newer members of your sales team will get the wrong impression from your more experienced employees. This is a sort of “domino effect” which can be severely detrimental to businesses in their formative years.
Sales training equips your employees with the skills and traits necessary for them to succeed in their roles. Not only does it create more sales revenue for your company, sales training helps to further grow your business through the generation of new leads. It is not a gimmick; it is one of the best ways to turn your employees into seasoned sales talent who know what their role is and how to perform it. By performing sales training on a regular basis, your sales team will be more knowledgeable about and inspired in their roles. There are many strategies which are effective when it comes to training up your sales team, and we are going to explore some of these strategies below.
#1: Don’t Look for Core Sales Skills When Hiring
You shouldn’t be hiring on the basis of whether a potential employee has previous sales experience as that’s the whole point of your sales training; to equip people with the requisite skills. Instead, hire people based on their attitudes.
The success which you will have with your sales training ultimately hinges on the overall attitudes which are inherent in your candidates and potential sales team members. It pays to hire people who have the right attitudes and are “trainable” as these people will always make better salespeople and do more for your company than candidates who have had previous experience. It’s much, much easier to train somebody who has an inherently positive attitude who is raring and eager to begin working for you than it is to train somebody who has experience with other companies and is unwilling to adapt to your company’s needs.
The bottom line is that it will always be easier to train a positive person who shares in your company’s values than it will be to modify somebody who has other ideas and values.
When you are looking for your sales employees, ensure that you look for people with a positive attitude. This will always reflect through their nature and disposition and you will usually be able to tell straight away whether somebody is going to be a suitable fit. Before you even begin to evaluate their education, skills, knowledge and experience, look to their attitude and personality. One of the best ways to do this is not through one-on-one interviews but through group assessment activities which gives you the chance to see how potential candidates interact with each other. You can then assess their attitude, personality and core communication skills in a way which simply cannot be achieved through a formal interview scenario.
#2: Invest in Sales Training Courses
There are lots of ways you can train your sales staff, however, the best solution would be to invest in a good sales training course. Why? Because training your sales staff from an objective standpoint (i.e. one which isn’t totally ingrained with your company’s values) creates far better results and provides a wider range of skills and competencies. You can always supplement this training later with top-up training provided in-house by your company. You can browse this site for sales training and see all the different options available. Once you’ve got your team onto the right course, you’ll be able to reap the benefits.
Here’s how sales training can benefit your employees –
Teaches the Lingo. If your salespeople can’t talk the talk, how are they meant to sell your products or services? Understanding how your customers and clients speak is central to success, and sales training can improve your employees’ ability to connect with your leads and potential clients. This enables the development of deeper connections and meaningful relationships. When your salespeople can do this, your potential customers and leads will feel like they are being spoken to like people on a more human level rather than customers who are trying to be sold to.
It Develops Best Practices. Assuming that your employees are going to stick to the best practices is foolish, because if they aren’t aware of them then they won’t. By consistently training your sales team you are going to be constantly reminding them about best practices and keeping them at the front of their minds. Continual training prevents your sales team from slipping into bad habits and practices, missing opportunities for developing leads and souring relationships with your prospects.
It Improves Understanding of What You Are Selling. Although initial sales training should focus on core sales skills, it’s key that your sales team understand your products and services inside-out. If they don’t know what they are selling on a very deep level then how are they meant to sell them, or sell a lot of them? It is so much easier to close deals when you know what you are selling, how it works and how it can benefit your customer or client’s bottom-line. After all, that’s what matters to these people – how the product can benefit them.
#3: Provide Tailored Training Where Possible
When you’ve introduced your new sales employees to the company, you should take time to get to know them on an individual level. Doing this, you can determine a sales training plan which will best benefit their unique skills and qualities. By learning who your employees are, what they like, why they chose to work with you and what motivates them is key to understanding them on a deeper level.
Learning about their motivations for working in their role helps you determine how you can train them in a way which will keep them interested and motivated. When you learn about an employee’s preferred methods of learning and what they are interested in, you can customize your approach to best suit their long-term development. On the most basic-level, an example of this would be the fact that some people prefer to learn from books whereas others like a more visual and engaging learning experience. Using a range of tools and methods, you can create a training plan and invest in sales training which benefits your entire team on an individual level.
Sales training is something which can easily go ignored, especially when you have just launched your company and are taking on your first employees. Its importance, however, cannot be understated and the key to long-term growth and development as a company is having a sales team who are motivated, know what they are doing, know your product, and have the right attitude to take on the job and help close deals with your leads and prospects. Without training your sales team, you will struggle to grow sales revenue.
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