Sales executives need to be aggressive, enthusiastic and action oriented to get good results. And for them to achieve this easily, sales training is required. Some of the best practices for effective sales training are listed below:
Integrate Your Sales and Marketing Teams:
Before commencing the actual sales process, integrate the sales and marketing teams, as they are the key people involved with customers. The marketing team should communicate data about the company products to the sales team. Also it should provide the sales team with information regarding company performance. This information may be provided in the form of facts and figures. The sales team can use this information effectively to meet the company targets.
Don’t Dump Information:
Don’t unnecessarily dump information on sales people in the training meant for them. As a lot of theory is involved in different sales concepts and processes it becomes tough for them to assimilate the information. So try to a draw line between what is needed and what is not when training is planned.
Focus on Benefits:
Unlike in earlier days, customers today are well educated and have knowledge of various products. Hence highlighting product features is not sufficient to impress them. Training should focus on the benefits offered by the products along with detailed explanation of various features.
Implement your sales training using blended learning which is a combination of classroom training and online training. Sales involve certain behavioral aspects which can be taught effectively in a class room. In class room trainings sales personnel get to practice simulated client interactions and gain experience on how to tackle objections encountered in the sales process. However when vast information needs to be quickly browsed through, bite sized information can be provided to executives through online trainings.
Create podcasts of motivational sales talk. They can energize the sales executives and can be played and viewed easily by them, even when they are on the move.
Use Real Time Data:
Use real time data to inform sales people about price changes, market shares and other related information. This will help in improving sales by the sales staff.
The world of products is witnessing everyday changes which are impacting the type of sales training companies need. However organizations are adopting innovative solutions to train their sales staff to keep them well informed about the ever changing market.