What training should you offer your sales teams?

Written by SeekLMS Correspondent on 18 January 2023

Sales training is an investment that only offers benefits for a company. Ensuring the training of its employees means not only enhancing their aptitude but also giving oneself the means to achieve the objectives which provide the foundation of the company. To train or have others trained, you will need to go through the stages of, among other things, the skills assessment, the search for perfect coaching, and the selection of the concepts to be instilled. Here are some essential training courses for your salespeople.

Train your salespeople in closing

The closing occurs in the field of sales. It is more precisely about the aptitude of a salesman to motivate a customer so that this one finalizes his purchase. Closing training then allows the salesperson to acquire this skill, which is crucial in the whole world of commerce. It consists in establishing arguments favorable to the sale and also promotes time-saving among professionals. Indeed, the time lost for a negotiation that would not have borne fruit is as serious as the loss of the customer in itself. The goal of such training is therefore to enable your team to be effective on all levels and in all circumstances.

Those who will learn the techniques and principles specific to closing will be able to master all the steps that make a successful sale. It's a whole process that is implemented to make a sale. Well before designing an argument to convince a customer, it will first be necessary to find the means to attract people likely to buy. The salesperson who has undergone closing training becomes an invaluable element in sales marketing.

Train your salespeople in managerial skills

This training is undeniably what will improve the productivity of your salespeople and not your company's opportunity. More concretely, the skills concerned are time management and teamwork. Time management is not an easy task, regardless of the industry. To better optimize their time, your salespeople can train in productivity and evaluation tools. These tools allow them to become aware of their strengths and weaknesses. In other words, to self-evaluate. As far as teamwork is concerned, cohesion between your collaborators would only be more advantageous for your business.

Partners who optimize their collaboration can effectively compensate for each other's weaknesses to ensure better results. A strategy for sales, for example, is more robust and more convincing when it is developed by several orderly and competent people. So that's the whole point of taking a course like this.

Train your sales representatives in the tools necessary for good prospecting

Prospecting is an even more subtle area. In recent years, technologies have evolved a lot and purchasing behavior with them. The channels for quickly reaching potential buyers are no longer the same. Likewise, sellers can hope to attract the attention of a large number of people by using the very effective means that today's digital offers to businesses. The objective of this training is to give the weapons allowing your sales representatives to distinguish the tools and the prospecting channels that are effective and adapted to their activity. Social networks occupy a prominent place in professional life.

However, depending on the activity, certain networks must obviously be put forward, in order to reach the target or potential customers. Note that this training goes beyond the use of social networks. It also takes into account the tools necessary for managing contacts with your targets and developing digital prospecting materials.

Train its salespeople in the products or services offered by the company

You may call on the best salespeople, establish the best sales strategies or prospects like no one has ever done, your efforts may be in vain if your collaborators do not have a perfect knowledge of what they offer. to their customer. This training then consists of preparing your sales reps so that they are able to effectively respond to customer concerns about the product or service they are promoting. Generally, this type of training is divided into two categories that can be called sub-training: product training and solution training.

Secondary (product) training allows the entire team to acquire a certain degree of expertise in the service or product is advised. Ultimately, your professionals will better understand the contours of what they offer and will be more confident. Solutions training can go even deeper. It's about getting to grips with the problems your company wants to solve through its offerings. 

In addition to this, it will also be necessary to determine the solutions sought by potential customers, then find ways to improve the offers to remain in line with these solutions.

Would you like to know about this live? Request a Demo. It is totally free, you will be able to observe SuccessFactors operating live, with business scenarios similar to those of your business, and resolve any questions you may have with the advice of a specialized consultant.

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