You may think that some people are just natural born salespeople, and often times that could be the case. But, for the most part, it is training that makes the difference between a sales star and an average or below performer. So, how can your company create a training program that is able to maximize the potential of your sales force? Keep reading for some of the top sales training tips.
Little is more effective in terms of creating long term efficiency and generating solid results than an ongoing corporate training program. I am not just talking about an annual retreat that most of your staffers are going to anticipate with dread. I mean regular sessions that build on the last, and that your sales force will actually find useful as time well spent. There is, after all, no greater way to discourage a team and sap their energy than by making them sit through a day long meeting that they do not find beneficial to them at all.
That leads me to another one of the most important components of creating a successful program, which is figuring out what is in it for your sales team? Find out what would be useful for them to learn – what they want to learn – and promote the event as one that meets that need. Do not be vague about it. Be specific in terms of the results they will be able to see almost immediately after attending one of your sessions.
You also need to make sure that your sales training is not boring. It should be lively and entertaining – just the way you want your sales team to be out in front of your customers. One of the best ways to train them is by example, so set a good example and create an interesting and important presentation that will keep them wanting more.
Another way to keep people interested in what you are saying is by getting everyone to participate. Make people active participants instead of just passive listeners. That will not only guarantee that they stay awake, but it will help them get the gist of what you are saying as well. And, make sure that the environment is an open one, where people will feel free to say what they are thinking. Do not ask questions with wrong answers, but ask open-ended questions that have a range of possibilities.
Make sure your session is filled with real examples and specific stories. Do not just list off names of new selling techniques. Give your staff members real instances of how they could us them in their every day work, of what exactly they could say to customers.
Sales training is not just about teaching your staffers the tricks of the trade, or educating them about your company, its products, or its history. You want to motivate them, to make them feel like they are part of a team, and part of something bigger than just themselves. Inspire them with your vision and watch the results speak for themselves.
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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