Every sales manager is looking for a way to improve the performance of their sales team.
Every sales manager is looking for a way to improve the performance of thieir sales team. Some struggle with how to accomplish this on top of all the other things they need to do in a sales week. Below are four simple ways to use sales training to boost the performance and attitude of a stagnant sales team in your weekly sales meetings.
1. Role Playing
Perhaps the one thing that can help a sales person improve more than any other is consistent role playing. Every week, sales people come across objections and obstacles in their day to day lives. Some of them they need help to overcome and role playing in your weekly sales meeting is a way to do that. Before each meeting, poll your sales team for 1 objection that they experienced that week. Prepare a way to handle that objection and have each sales person role play the scenario with each other. Decide as a group the best way to handle it and get an update at the next meeting. If there are still challenges, role play again.
2. Common Language
It is important that your sales team has a common language that they all speak. By that I mean, when faced with an objection or question from a prospect, do they all answer it the exact same way? In your next sales meeting, pose the objection in a role play about “your price is too high”. All your sales people will likely answer it differently so get them on the same page. As a group, come up with a definitive way to answer each objection. This will prevent stumbling in a sales meeting and give them more confidence.
3. Change it up
Sales people don’t like meetings and can often disengage if they aren’t interested in the discussion. To overcome this, assign a different sales person every week to run the sales meeting. This will promote engagement and make people interested in the meetings and their outcomes. You will also find that by doing this, good ideas will surface that will help your team and company.
4. Keep it short and fun
Don’t let the sales meetings run too long and cause people to tune out. If you have a big team, break the meeting up into small groups and try and keep it under 45 minutes. If you don’t have enough time, continue on with the same topic the next week.
If you follow these four sales training tips at your weekly sales meetings, you find your sales people will be more engaged, they will generate a common sales language and ultimately they will be better sales people.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.