A sales process provides your sales team with step-by-step guidelines for selling, keeping in mind the unique context of your organization, domain and market. Providing sales process training is not all that difficult in today’s eLearning environment. In fact you don’t even have to wait until you have a group of people to be trained. You can create an eLearning course for sales process training that can be accessed easily by new employees.
Now let’s see why providing sales process training for your sales team is a necessity.
Sales people, who have been with your organization for long, may be familiar with your systems and processes. However, if they have just joined, irrespective of the level at which they have joined, they need to have an orientation to the way you conduct your business. They also need to know about the strategy that you adopt to highlight your competitive advantage to prospects. This is what makes the sales process training significant, particularly to those who just joined your organization.
Consistency in approach
Training ensures that all your sales people talk the same language while showcasing your products and adhere to the same procedures irrespective of their sales territories. This ensures that there is no ambiguity and confusion in terms of the methods adopted by sales people to conclude sales. Training also sets parameters about acceptable and unacceptable practices during the sales process.
Lower sales cycle time
The focus of sales process training, ideally should be, on the right procedure to be adopted; keeping in mind the buying behavior of prospects. It should provide a roadmap to sales personnel about the steps to be followed to win over prospects and convince them about your products. Research has shown that poor knowledge of the sales process or a poorly defined sales process has a significant impact on sales figures. Therefore, it is important to have a defined sales process and provide training on the process to your sales personnel for lower sales cycle time.
To sum up, it is important for your sales team to be trained in your organization’s sales process and the most practical and cost-effective method is to take your training online.