Sales Training Tips & Techniques

Training in sales is an exciting career, though it can also be a very frustrating one. Each salesperson you work with will respond to a different technique, and the possibility of conflict is always present when you put lots of driven, competitive people together. Indeed, a great deal of sales training is immersing new people in the culture of your business. Thankfully, there are ways to lay the right foundation, ensuring that the eager new salesperson in your charge can become a successful member of your sales force.

Before the First Sales Opportunity

Acquaint new people with the corporate culture you've cultivated over the years. This ensures that there will be no misunderstandings. If a new person is hard-charging and ready to do whatever it takes to succeed, and your company is dedicated to a softer sell, make this clear right off the bat.

Withhold praise as much as possible. Many managers lavish the training salesperson with praise in an attempt to motivate. While you certainly shouldn't be an unpleasant taskmaster, you should pay compliments only when they are deserved. If you are able to adhere to this policy, then the praise you do give your team will mean more. After all, if people constantly hear positive things, they will not have as much desire to improve.

Establish concrete benefits and consequences. For example, a person training car salespeople could offer an extra half hour of lunch time to the first person to memorize all of the specifications of the SUVs on the lot. The last person to get with the program might have to make extra calls to prospects. A writer at startupnation.com goes one step further, advising you to set performance goals. The success your people experience with respect to these goals will help you decide to make changes in what you're offering, change the way you're offering it or reset your goals to more reasonable levels.

Involve the most successful members of your existing sales team in a closed-door meeting with the trainees. While you're out getting coffee, the top salesperson will be telling the new people how to succeed in the environment you've created. As long as you choose a salesperson you trust, you'll be propagating the attitude that made you a success.

When Helping Trainees Get Their Feet Wet

Embark on a friendly field trip to see how the competition operates. When a new jewelry salesperson discreetly observes the mistakes and positive moves made by people at another jeweler your lessons will be reinforced, and they'll get even better.

Provide a training salesperson with a script that they can follow the first few times they are with a customer. This is all about expanding the comfort zone. With a little real-world experience under the belt, a strict script will not be necessary, but the best part of the sales pitch will remain in the employee's arsenal.

References

• Startupnation.com

Resources

• ProSalesGuide.com