Training sales people is an integral task that should be an ongoing occurrence in all sales departments.
Training sales people is an integral task that should be an ongoing occurrence in all sales departments. However, all too often sales training is deferred due to time constraints, lack of availability, and other reasons. Yet sales managers should be aware that more and more, sales people making a career change are looking for better training and mentoring opportunities. Don’t let a lack of training be a drag on your sales team’s productivity; learn from these tips to guide training for your sales people.
It is all too easy to rely on training materials and PowerPoint presentations to train your sales people. However, most sales people learn best by doing and applying information themselves rather than assimilating written materials. Learn to engage your sales people in interactive training for better results.
Peer training can be beneficial for you, your sales people, and the sales team as a whole. For one, peer training frequently saves time and cost over large group seminars or even small group meetings that you lead as a sales manager. For another, sales people may find it easier to engage with one another and the material being shared in a peer to peer format, which makes assimilating the training easier. Think about investing in peer training for your sales people in the following situations:
You might assume that your sales people have an innate understanding of the mechanics of sales, but this might not be the case. It is true that many top sales people exhibit behaviors that demonstrate this understanding, but in a surprising number of sales people this is because of an instinctive grasp of sales rather than a more academic understanding. If you want to train your sales people on advanced principles, make sure that they understand the mechanics first. Mechanics answer questions like:
Even refresher training on these basics can be extraordinarily helpful to your sales people and their performance, since it gets sales people to think analytically about the decisions they are making out in the field. This can help your sales people make the most of their training and find success.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ 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 two daughters, BBQing on a hot summer day, tropical vacations and cottaging.