The Keys to Successful Sales Force Training
Sales force training should be conducted on a regular basis in order to achieve the most production out of your sales team. However, to maximize sales force training, you want to ensure you are using the right techniques and forms of motivation.
Successful sales force training largely depends on how you present yourself and your ideas to your sales team. Sales force training should be conducted a few times a year. Even if your sales force is achieving their sales goals, it still makes sense to have sales force training regularly in order to keep everyone on the same page and establish new goals.
Sales force training is all about motivating your sales team to use new and innovative ways to help increase the overall sales of the company. While that is the outlying goal, in order to effectively reach your team members you must make the training more about your team and less about the business. As you build the best sales force training possible, consider these questions:
What’s In It for Me?
When asking your sales force to embrace new ideas and techniques in order to increase sales they will naturally wonder the age old question, “What’s in it for me?” Therefore, it is important to let them know exactly what is at stake for them. Use phrases such as, “If the company makes more you make more in commissions,” or “for the salesperson who closes the most sales using this new technique you will get…” By speaking to them directly and making the new methods about what they can earn, you are shifting their attention from corporate benefit and replacing it with personal incentive
Is This Thing On?
Sales force training can be boring and if you can’t keep the attention of your sales team while you are going through your presentation and training, how can you expect them to retain any of the new information? Make the presentation fun and lively. Make a game out of it. Incorporate team building activities. Utilize music and movie clips. Do what you must to keep their attention.
How Do You Use That?
When teaching new techniques and methods to your sales force be sure to cite specific examples of when and how these new innovative ways worked. Either tell a compelling story that involves you or share case studies involving real companies and sales people.
Pick me, pick me!
Sometimes the best way to have your sales force learn a new technique is by having them actually do the new technique. Make your sales force training interactive and be sure that everyone participates in the activities.
Take One and Pass the Rest Down.
Most sales force training attendees appreciate having a written reference to go back to should they need a refresher on the training material. To meet this need, prepare an information packet to be handed out at the end of your sales force training. Let your team know that everything that was covered in the training is contained within the packet. This will not only give them a reference to view on their downtime, but it can also get them out of a pinch if they are one the phone and forget how to implement the new techniques.
Conducting successful sales force training is a challenge at times, but if you can train a team of salespeople to perform better for the company you work for then it is a true testament to your leadership abilities. While making the upper management at your company happy is always a good thing, you could also take your leadership skills and apply them to your own business. Many who have led at the managerial level find that they can lead at the business owner level.
Filed under: Sales Tips
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