How To Organise Sales Training ?
Research has shown that sales organizations that do not hold regular sales training for their staff are likely to have poor sales performance. They may not perform at the same level as a sales organization that prioritizes sales training.
However, the task of organizing successful sales training for your team can be a very daunting one. This is due to the variance of individual traits that need to be trained. Sales coaches must consider the individual differences of their sales teams when organizing sales training sessions.
In this article, we’ll provide you with useful tips on how to organize sales training for the sales department in your organization.
What is Sales training?
Organizing regular sales training for your sales department can help them become better at their job. Sales training involves processes and activities that enhance a rep’s sales skills and knowledge to increase sales performance. Through sales training that’s organized well, your sales reps can learn new techniques related to creating or exploring sales opportunities and improve sales conversion rates.
Sales training is a good way to equip your sales staff with enough skills and confidence necessary to approach customers with a high sense of professionalism. The training serves as a weapon that boosts their confidence level. The way you organize your sales training can greatly influence its effectiveness. Because of this, it is very important to learn how to do it properly from the beginning of the process.
Steps in organizing effective sales training for your sales department
It will help if you consider these useful tips before organizing sales training for your sales team.
#1. Access your team’s strengths and weaknesses
Identifying your team members’ personality traits and sales characteristics will help you design the most effective sales training program for them. In order to organize sales training effectively, you must identify your sales team’s strengths and weaknesses. Their intelligence, emotional stability, and other factors contribute are what you should check for each member.
If you’re a sales leader, you should work with your sales coaches on identifying your sales team’s strengths and weaknesses. Observe your team members’ feedback and professional behavior to understand their strengths and weaknesses. For better training organization, consider the training requirements of the team as a whole.
Identifying the team’s fears would help you and the sales coaches understand where to focus. By doing so, everyone involved in the training would be able to prepare adequately for the training process. Not all sales training is effective but having a clear understanding of the weaknesses and strengths of the team individually and collectively is a way of achieving successful sales training.
#2. Choose the right format for your sales training; start with the basic
Before engaging training companies to help organize a training, define all the topics you want them to cover and give a vivid description of your observation of the staff’s performance, strengths, and weaknesses. The information provided for the training company is what they will feed their sales coaches with.
It is therefore strongly advised to define your products, the sales funnel, market specificity, customer acquisition process, physical or virtual sales process, and more. It will help the training company prepare their sales training courses and scripts in tandem with the information provided by the sales manager.
The right format for selling greatly impacts the sales performance of the team. Suppose a sales organization adopts a wrong or defective format for their sales process. In that case, it will affect the sales performance of the team. Therefore, choosing the formats of the right sales is paramount to ensuring effective sales training.
#3. Adopt the use of E-Learning and online seminars
Modern business is becoming revolutionized, and all spheres of the sales process are now being digitalized. You need to digitalize your sales training by embracing online webinars and digital seminars using tools like video calls. It is an effective means of holding sales training because it can be recorded for future use.
Unlike traditional face-to-face learning methods, e-learning involves using electronics, mobile gadgets, and internet connectivity to hold training and classes. In this case, sales management can provide gadgets and internet connections to the sales professionals to connect with their sales coaches over the internet. They can use video call software like zoom, google call, and many others. There is software designed for voice calls without video illustrations. These are useful materials that you can use to hold online training.
Some sales organizations employ the service of app developers to develop an application that majorly deals with training for their brand. New sales reps can learn about the company’s cultures, professional activities, and staff coordination through such an app. You would access the application on mobile phones, and it is one of the onboarding materials for the new staff.
This allows sales reps to revisit the training content as often as possible since the data is already stored on the server.
#4. Forget the crash course approach.
A crash course approach to training is a situation whereby the sales professionals are taught a huge load of information within a very short period. Many sales organizations have failed because they have failed to communicate information to their sales professionals effectively.
You should consider drawing out the sales topics and skills to be taught and schedule them in different training sessions so the team members can easily understand the training module’s content.
To beat down the training cost, many sales organizations try to speed up the training activities as much as possible. As a result, the training may not produce the intended results and can negatively impact sales performance. It will be best if you work with the sales coaches to ensure that the topics to be covered are broken down into tiny bits in a different schedule. It will aid a high performance of the sales team. Also, training programs should be a long-term event to accommodate the program’s nitty-gritty.
#5. Keep it practical – let them learn in the field.
Sales idea is good, but practicality is what matters. It is important that you scrutinize the sales coaches that would be training your staff. This is because there are lots of trainers out there that are incompetent. They teach what they have little or no knowledge/experience about.
On the other hand, some sales coaches can only teach theoretical aspects of the sales modules. For this reason, you need to pay attention to the feedback from your staff. However, the real work lies in the practical.
The ability to train exceptionally well is not something everyone has, but anyone can become a trainer. Considering that you are paying for the services of the training company, you should raise the alarm when the coaches are incompetent and seek a replacement.
#6. Keep an eye on the numbers that matter
The main point of holding sales training is to improve sales and the efficacy of the sales department in your organization. Sales are improved when the sales figure outweighs the previous sales records.
What to be done to increase the sales figure of the sales organizations should be discussed in training. The coaches should critically look into sensitive models like sales funnel, sales process, consultative selling to the customers, and other sales culture adopted by the organization.
You can then give professional advice to all sales individuals, especially the sales management, at the end of the training for improved performance.
#7. Identify your gurus
The individual performance of all sale professional varies in all sales organizations. You must identify your top performers and acknowledge them in training to challenge others. By so doing, it is a way of demanding a better result from them, and they will do everything humanly possible to improve their sales.
Aside from public acknowledgment, they can also be motivated with gifts and money. It will make the team members concentrate on the training and apply all they have learned in their sales operations. By this, your sales training is close to improving your organization’s operational efficiency and sales performance.
Organizing sales training will increase the sales performance of your sales department. You can hold this training daily, weekly, or monthly to address issues about improving customer service, building a solid sales cycle, establishing a unique sales process, and many other vital skills to improving sales performance. A brief overview of how to organize a sales training is provided in this post. You can implement the tips in the post to organize a successful sales training for your sales department.
Interested in learning more about scaling your sales team while successfully maintaining your conversion rate, team motivation and engagement? At SaleDeck, we provide you with tools and resources to improve the efficiency of your sales team.