7 months ago
February 21, 2017

How to Get The Most Out of Your Sales Training

There are several factors that will allow you to get the most out of sales training.

Rhys Metler

Most companies these days understand the importance of providing sales training opportunities to their sales professionals.  Companies understand that to keep their sales force fresh and energized that must invest in good training programs.  As the beneficiary of these sales training programs, sales professionals must also do their part to get the most out of the training that they can.  A company can provide the most up to date and state of the art sales training programs, but it is up to the sales professional to learn the information and put it into practice. 

There are several factors that will allow you to get the most out of sales training.

Be prepared.

If the training requires you to do some reading, or any other activity prior to the training, do it.  There is always a reason for the pre-work and you could fall behind before the training even begins if you don’t do it.

Be open-minded.

Don’t decide the training is a waste of time before you even attend it.  Training is important.  Yes, you have calls you could be making or clients that you could be contacting.  Instead, when you get the information regarding the training, think about how the training objectives are reflective of your job.  Think about what skills you can work on through what you will gain from this sales training.

Be inquisitive.

Even before the sales training begins, as you think about what you can get out of the training, put together a list of questions that you have regarding the topic.  Also, during the sales training, start of list of topics or details that you would like to know more about.  Many times the most important and personally useful information comes during the question and answer period.  Never be afraid to ask questions or to request clarification.

Be an active learner.

In the same way that presenters all have different styles, there are many different styles of learning as well.  For example, if you are a visual learner, someone who likes to read the information, then you should sit near the front of the room to take advantage of being close to the trainer, the screen and the visual props.  If you are more of a hands-on learner, make sure to bring paper or a note pad, and plenty of pens and pencils. You can take notes and draw diagrams or pictures to help you remember the information. You want to get the most out of the sales training in a way that works for you.

Be reflective.

During breaks and meals, review your notes and the information that has already been covered.  Make sure you understand what the presenter has explained so far and think about how it will help you.  Most presentations and trainings offer a lot of information. Taking the time to do a review and reflection before the end of the sales training will help you to keep a strong focus on information that is pertinent to you.

Be accountable.

When the sales training has finished, ask yourself what you action plan will be. Make a list of the top five ideas that you think you can use.  Think about some of these skills and ideas that were discussed and challenge yourself to incorporate these new ideas into your personal sales strategy.  Also consider what obstacles, if any, may keep you from trying these new ideas and include ways to overcome the obstacles when you make your new plan.

Be a buddy.

After the sales training, find someone who also attended and discuss what you learned.  Discuss any differences between what you took from the training and what they understood from the training.  You can also work with this person on developing your new sales strategy.  Having a buddy to work with will help keep you on task in incorporating new ideas.

Rhys Metler

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.