Companies do not often get back their investments in sales training. Even cooperation with leading training companies does not guarantee a higher volume of sales that companies expect from the training. Trainings can also be only motivational, which is important, but no motivational speaker can remedy inability to make a deal or bad presentation skills. So, what to keep in mind when choosing partners and providing sales training in companies?
Focus on basic skills training
Salespeople generally fail because they lack experience in basic sales skills - questioning, presenting and closing deals.
Include training sessions in meetings
Try to devote at least a third of every meeting of the sales team to sales skills training. It will be more beneficial than just product training.
Connect sales skills to the process of selling
If you know how individual skills help to move opportunities thgrough the sales cycle, you will better know where further training is needed - whether for the whole team or individuals.
Include role-playing
Sales skills theory is not enough, practical training is the most important. Include, therefore, role-playing in every training.
Validate retention of the skills
Continually make sure that your people apply the skills trained and that you train what is needed.
Have fun
Include competitions and awards in trainings. Salespeople are naturally motivated to win, so let them win.
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