The quality of training you provide to your new sales hires, will shape their future at your company and directly affect your top line results. Well-trained sales teams are more efficient, more effective and drive the numbers that you need to succeed. Not all training programs are created equal and the ability to adapt and customize yours to be specific to your industry and culture is a key differentiator and potentially a game changer.<\/p>\n
In our vast experience working with the best and brightest we have boiled it down to 4 key components of a successful sales training program, that will help maximize the return on your investment.<\/p>\n
1. FUNDAMENTAL SELLING SKILLS<\/strong><\/p>\n Have you set the foundation? This is where you will build from and even for the most experienced sales reps, training on the fundamentals offers a chance to check in with their basic skills. The following are skills that every sales rep needs in their toolkit to succeed.<\/p>\n Establishing these fundamental skills across the entire customer facing organization creates a consistent experience for your customers and your sales management team to support and develop.\u00a0\u00a0Our experience has proven the hypothesis that the majority of sales success can be found in the mastery of these fundamental skills and the earlier they are built into the reflexes of your sales organization the better.<\/p>\n 2. BUILDING CUSTOMER RELATIONSHIPS<\/strong><\/p>\n Real connection with your customers is one of the most important traits any sales person can build. And so \u2013 any solid sales training program must include a focus on understanding all facets of the customer experience. The most successful sales people empathize with what customers are feeling at all stages of the sales process, from initial contact until a deal is closed.<\/p>\n Simply reviewing customer plans or business reviews won\u2019t build real connection with anyone. Sure \u2013 it will give them all of the data they need \u2013 but it won\u2019t help them nurture and grow a relationship. Have new sales people role-play from the perspective of a customer so that they can put themselves in those shoes. Introduce your new hires to your existing customers\u2019 perspectives by showing them a video, or even setting up a meeting between them and a valued customer.<\/p>\n 3. A REPEATABLE SALES PROCESS<\/strong><\/p>\n The importance of a well-established sales process cannot be overstated. Teaching new hires, and reminding your veterans, about your unique sales processes is critical. If a new hire has any previous sales experience, they\u2019re likely used to different processes. Make sure everyone leaves training with a solid understanding of what your processes look like, including:<\/p>\n\n