7 years ago
February 21, 2017

Why You Should Be Spending Money on Sales Training

Improving the frequency and effectiveness of your sales training can help you to reap the following benefits.

Rhys Metler

The sales world is highly competitive, and even if you hire the best sales reps you can find, those reps need their skills continually harnessed and honed through ongoing sales training. Spending money on sales training may seem wasteful if you consider training to be nothing more than orientation. But as you’ll soon see, sales training can be your ticket to the top of your industry. Using resources to improve the frequency and effectiveness of your sales training can help you to reap the following benefits.

Staying Ahead of the Competition

All of your sales reps know who the competition is in your industry, but they may flounder when it comes to outwitting their competitors. With a successful training program, however, you can give your sales reps the specific skills they need to formulate strategies and ideas to stay ahead of the competition. For example, by informing your sales reps of the competition’s weaknesses, your sales reps can incorporate your own products’ strengths to win customers who are on the fence in the buying process.

Learning About Different Types of Buyers

Through effective sales training, you can help your sales reps to understand different kinds of buyers. Through role playing and examples, your reps can learn to listen for cues that will help them determine what kind of buyers they’re dealing with. Once they understand a buyer’s mindset, position, and timing, they can be much more effective at selling.

Exploring New Prospecting Methods

As technology and media changes (which happens on a daily basis), your sales reps can easily fall behind when it comes to staying on top of the latest innovations. Help them by using sales training to keep them up-to-date on global communications. Introduce the benefits of using social media as a prospecting venue, and help them to develop the writing skills necessary to fully take advantage of these platforms.

Refining Sales Techniques

You probably have sales reps on your staff with all kinds of different backgrounds. Some may be recent graduates, others may be nearing retirement. Some might be lifelong residents of your town, and others are probably recent transplants. When you hire an expert sales trainer to come in and help them refine their sales skills, you build team unity and give them all the same perspective to work from. No matter where your sales reps are in their careers, they can always refine their skills and learn new techniques that will help them to improve and become more successful.

Maximizing Efficiency

It’s true that sales training can take your sales reps out of their regular schedules for a few hours, but you’ll find that these hours are well spent when your reps begin to work more efficiently. Sales training can help your reps to focus on value-adding activities and minimize the time they spend in less-effective pursuits. By learning basic time management skills and how to best use the resources and skills they already have, your sales reps will find that their time is used much more productively and their sales increase correspondingly.

These are only a few of the many benefits you’ll discover when you bite the bullet and spend some money on sales training. In addition to the benefits mentioned above, you will also experience the following benefits:

  • Decreased supervision
  • Increased recruitment for internal job openings
  • Enhanced job satisfaction
  • A broader customer base
  • Increased revenue
  • Lower turnover rate

If you’re ready to realize these benefits, embrace sales training and the many opportunities it can present to your company.

Rhys Metler

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.