Employees need good training to thrive in their jobs, and sales employees are no exception.
Without sufficient training, your sales team will not reach its potential, negatively impacting your company. Poor training can also have lasting effects, as more experienced sales reps fall behind the curve and newer reps don’t have good examples to follow.
Productive training sessions on a regular basis keep new and experienced employees performing at a high level. With good, regular training, your sales team can get more value from both successes and setbacks.
Consider the following tips for training your sales team.
1. Leveraging e-Learning Solutions
Businesses in every industry are looking at e-learning platforms to train their staff on new products, processes or business policies. With the correct training, your salespeople will be capable of identifying most common customer issues or concerns while knowing how products or services may benefit them.
One of the greatest advantages to e-learning is that staff members have significant flexibility on time and place, which can be very appealing for trainees.
2. Use a Mentorship Program
For people who are new to sales, the job can be quite intimidating. A mentorship program can help new sales reps with their growing pains, and also provide value for more experienced sales employees. Both the mentor and the mentee can learn from each other. Odds are, the mentor has found solutions to many of the questions a new worker has, and the more experienced rep may be able to learn newer techniques and tools.
In creating an ecosystem where employees can feel comfortable asking questions and sharing insights, a mentorship program also supports a healthy company culture.
3. Use Data
Using Big Data is now essential for every business, as it helps leaders discover more efficient ways to use resources and potential new sources of revenue.
With respect to training, the sales team could use information review and improve on performance. Adopt a software solution to track sales metrics. Have sales reps review sales calls or meetings and document what went well and what could have been done better. Over time, data and documentation will help your sales team improve by providing insights on every part of the sales cycle.
4. Use Bite-Sized Training Sessions
Training ought to be done in a fashion that is engaging and easy to digest. Regardless of how interesting the material of a training session may be, there will be lapses in attentiveness.
Research has shown that during a one-hour lecture, there is a 10- to 18-minute period where attendees are the most focused. When you also consider the constant distractions of modern technology, it’s easy to see how modern attention spans are getting shorter and shorter. Because of this, a good approach is to keep training sessions short and sweet.
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At Cornerstone, we support sales leaders by providing them with custom talent acquisition solutions and service. If your company is currently looking for sales assistance, please contact us today.