Things to Remember When Developing Sales Training
Sales training is essential for getting your sales reps accustomed to what you sell, how the selling process works and discussing your policies and procedures. But there are certain things to remember when you are developing your sales training. One important fact about sales training is that there is usually a proven formula that best prepares your sales reps for field work. How you implement these basic sales training strategies can make the difference between success and failure.
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Start with the Basics
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Start with the basic aspects of selling when developing your sales training. Include a training module that shows sales reps how to prospect for customers. Explain which methods you use for prospecting, such as purchased leads or cold calling. Cover key objections sales reps will face in the field. Showing sales reps how to identify and overcome objections is the most important aspect of sales training, according to sales and marketing expert, Dave Dolak. You should also include a training module on closing techniques that have worked for successful sales reps in your company.
Cover Products or Services in Detail
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The key to product training is teaching sales reps all the features and benefits of products. Create descriptions of products, including dimensions, illustrations, uses and key product parts. Plan to show sales reps all the products you discuss. Let them feel and observe them. Discuss the key benefits of your products and services during sales training, especially in relation to products sold by competitors. Provide ample time for sales reps to study and memorize key product features and benefits.
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Practice Role-Playing
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Reinforce the sales reps knowledge of basic selling techniques through role-playing. Create training modules where you split sales reps into teams of two after teaching a concept. For example, have one sales rep present one of the company's product. Meanwhile, the other partner can throw out different types of objections which the presenter must overcome. Allocate about 10 or 15 minutes for role-playing after each concept is introduced. Include role-playing that enhances your sales reps' knowledge of company products or services.
Let Sales Reps Create A Presentation
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Start out with a basic script or spiel for your sales reps. Discuss the key points of the sales presentation which sales reps must cover. For example, you may have sales reps provide a basic explanation of what your company does and how they can help the business client. They may also explain why your company is unique from the competition. However, let the sales trainees create their own sales scripts as part of their training. Allow the sales reps to individually present company products or services to you at the end of their training. Crique their sales presentations and offer suggestions for improvement.
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