The age old sales rule of “The More you Tell, The More You Sell’ is no longer effective in this information era. The new rule is “The More You Know, The More You Sell”.
Therefore, salespeople need to consistently update their skills and knowledge from time to time. Only then can they approach the prospects effectively, clarify all their questions about the product, and close the deal.
Here are some useful tips for training and developing your sales force effectively:
1. Use M-learning for Training:
Your sales force has to know your product or service, front to back, that is, thoroughly. If they don’t, then even the best salesperson may not be effective in closing a deal.
With salespeople always on the move, traditional classroom training sessions may not prove to be effective for training them. This is where mobile learning comes to the scene. With mobile learning, you can enable your learners to access the courses on the time, place and device they want. To know more on how to deliver mobile learning to your work force register for our webinar – M-learning 101-The Nuts and Bolts of Getting Started.
2. Keep Training Short and Consistent:
It is well known that a human mind can’t retain a huge amount of information at one time.Therefore, training content has to be divided into small amounts of information, also called “nuggets” or “Byte Sized learning“. The learners can access these nuggets one at a time, which helps them to retain this information for a long period of time.
Also, they can access the information whenever they need.
3. Set Training Completion Goals and Reward Them:
Salespeople are driven by goals and rewards. An effective technique is to tell them “You have done a good job” or give them a recognition badge when they’ve reached a goal. This motivates them to complete the training program.
4. Field Train and Provide a Detailed Feedback:
Most of the development of a salesperson happens while they are on the job in the field. But, it is the feedback they receive that matters and makes all the difference in their growth.
For an effective “real-world” experience to happen, competent leaders have to listen to sales calls, review recordings, and analyze the salesperson’s performance, to provide a periodical feedback. This should ideally happen after some hours of the call or interaction so that the experience is fresh and the salespersons can relate to that experience. This helps them to improve themselves on the next call.
Hope you found this post interesting. How do you train your sales people? We’d love to know.