Creating A Powerful Sales Training Guide
The best sales person isn’t always the most ardent speaker in the room but rather a person with implicit passionate skills for listening. With an ability to understand the clients’ needs, the next competency requires an effective means of addressing the customer’s concern. With consistent sales training on both product knowledge and communication skills, the company is empowering the sales team to achieve its fullest potential.
Sales training being a driving force in honing your team with skills should also be equipped with meaningful content and organized techniques. Here are some helpful guidelines used by successful companies in their own sales force.
1. Hands on and interactive training provides an intimate knowledge of product and market. Create a lively session by relating information through stories and by allowing participation of everyone in the session.
How often should the company conduct sales training? According to Sales performance International reports, consequent sales training events within a day or a month is nothing but a spending gone to waste. Generally, 50 percent of the knowledge content acquired is forgotten in 5.1 weeks. On the average, 84 percent of the sales knowledge acquired from training is lost within 90 days. Also, too much training could overwhelm sales people and could unfavorably crush their confidence, hence, urging more reliance on technique than individual natural ability. For the company TED Talks, their leaders compartmentalize topics in 15-minute increments to keep the team engaged with easily attainable content per session.
2. Use flexible tools, technology and software to provide accessible training and resources.
Printed handouts are the most common materials provided in support of the training session. With recent tools and software that allows companies to create a sales reference library, employees are now able to review and further their knowledge through easy access of product and sales content. In addition to the tools, the company could help the sales force by providing a customer relations management software that strategically monitors clients and sales activity on prospects and leads.
For sales people that are consistently travelling and on the phone, web based content allows them to keep up with missed training. This tool also enables the leaders to track progress of everyone in the sales team by checking on the materials that are already viewed. L’oreal implements the same program to establish a uniform level of skills among its employees worldwide.
3. Provide a personalized feedback and recognize achievement through a reward system.
Most of the time, companies employ post training development task by assigning a function specific to coaching. Coach usually works with sales trainers by aligning the monitoring system to standards of skills reflecting the training session conducted. Feedback should be positively and timely reinforced by shadowing through a call and listening to recordings.
During training, it is important to present the sales team with an uplifting question—what’s in it for me? Your power point module would only make sense if it details numbers that relates to the sales teams’ goals. Envision benefits by showing percentage increase of sales and hence, profits.
4. Share success stories from sale seniors within the company or by investing in outsourced trainers or speakers. There’s a reason why some companies allot budget spending on experienced orators. Their qualifications are based on firsthand experience relayed in powerful and motivational stories. One of the few powerful speakers that have relevant and lasting influence on people of all time is Jim Rohn. His seminars in the past gave birth to new breed of speakers who have become influential not only the field of public speaking but also in published literature.
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Credits to the following source:
How to Train a Sales Force
by Maggie McCormick, studio
5 Sales Training Techniques That Every Manager Should Know
By Andrew Fayad in Leadership, Sales
How Building a Sales Team Works
BY Lee Ann Obringer MONEY | BUSINESS COMMUNICATIONS
