Sales Training Effectiveness – Best Practices

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Sales executives need to be more aggressive, enthusiastic and action oriented to get better results. And for them to achieve this easily, sales training is a requirement. Some of the best practices for effective sales training are listed here in this presentation.

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  • Welcome to the presentation on “Sales Training Effectiveness - Best Practices.
  • Sales are the key component for revenue generation in any organization. People involved in sales need to be proficient in their work to maximize returns for the company.
  • Therefore, it is important to provide effective training to sales personnel.
  • But first we need to understand when the need for training arises. Here is a list of contexts when sales training becomes crucial.
  • When a company is expanding its sales force, training helps them become productive quickly. Similarly, when a company is expanding into new markets, training that educates sales people about the target market is essential to better penetrate the market.
  • Getting new clients & expanding business is a challenge that most organizations face from time to time. Absence of strategic focus by sales people & lack of proper alignment between marketing and sales are considered hindrances to a firm’s growth. Training can help to realign and emphasize the strategic focus of management and provide direction to the sales force.
  • Sales trainingcan be conducted whenever there is a need to frame a new sales or marketing plan. The training should effectively integrate sales and marketing to achieve desired objectives.
  • Sales strategies are affected by many parameters such as product range, product distribution channels, channel partners, market dynamics, and pricing. Even if there is a change in one factor, sales strategy may need to be altered in response to the change . This can be communicated to sales personnel through effective sales training.
  • Sales analysis involves, analysis of various factors such as: who has the authority and desire to buy, how to analyze the client mindset and what the requirements of a sales call are, and so on. Sales force needs to be trained in these areas to achieve the desired results and to fulfill company goals.
  • Sales executives need to be more aggressive, enthusiastic and action oriented to get better results. Sales training motivates them and helps them develop these qualities.
  • Some of the best practices for effective sales training are listed below:
  • Don’t dump unnecessary information on sales people in the training meant for them. As lot of theory is involved in different sales processes, it becomes tough for them to assimilate all the information. So, try to draw a line between what is needed and what is not when the training is planned.
  • Focus on the benefits offered by the products along with detailed explanation of various features.
  • Implement your sales training using blended learning. Classroom training helps to practice simulated client interactions and to gain experience in tackling objections in a sales process. However when vast information needs to be quickly browsed through, bite sized information can be provided to executives through online training.
  • Most of the sales people spend their time in client meetings or in travel to reach clients. It is sometimes tedious for them to carry laptops wherever they go. Use mobile learningto provide effective sales training whenever required.
  • Create podcasts of motivational sales talk. They can energize the sales executives and can be played and viewed easily, even when on the move.
  • Use real time data to inform sales people about price changes, market shares and other related information. This will help in improving sales.
  • The world of products is witnessing everyday changes which impact the type of sales training companies need.
  • However organizations are adopting innovative solutions to train their sales staff in order to keep pace with changing markets.
  • Sometimes, sales training fails to deliver the desired outcome. Here are some of the possible reasons.
  • As a part of sales training,if sales people are only made to listen to motivational talks from the top level management or external trainers, it may not be of use in the long run. The trainees may be motivated somewhat by the talks but to be effective in their jobs, they need to possess basic skill sets like communication skills, interpersonal skills, selling skills etc. Motivational talks can only be a small part but not the whole of the training curriculum.
  • Due to fast paced life style and stiff competition in business, companies feel pressurized to keep their training sessions short, thereby attempting to save time and money. This kills the very purpose of training, with the learner unable to grasp or handle such a huge load in a short time. Despite best efforts, knowledge gained will not be effectively transferred on to the job.
  • In case of blended trainings, organizations need to segregate training content based on the medium. It requires careful planning to decide what content can be delivered in the classroom and what should go into online training. As a result, it is considered easier to stick to just one mode of training, which actually deprives employees the benefits of the blended approach.
  • Sales training should be an ongoing process. By making sales training continuous, companies can avail the returns in the form of improved revenue and enhanced customer satisfaction.
  • According toJack Welch an organization's ability to learn, and translate that learning into action, will prove to be the ultimate competitive advantage.
  • To read articles on similar topic, please visit blog.commlabindia.com
  • Thank You
  • Sales Training Effectiveness – Best Practices

    1. 1. Sales TrainingEffectiveness - Best Practices
    2. 2. Sales are the Key Component for Revenue Generation in any Organization.
    3. 3. Effective Training to Sales Personnel is Very Important.
    4. 4. Contexts For Sales Training Being Mandatory
    5. 5. Company Size and Growth Potential• New employees• New markets
    6. 6. Sales Challenges such as:• Difficulty in getting new clients & expanding business• Absence of strategic focus among sales people• Lack of alignment between marketing & sales
    7. 7. Sales Solutions to :• Frame a new sales or marketing plan.• Integrate sales & marketing to achieve desired objectives.
    8. 8. Sales Strategies for :• Product range• Product distribution channels• Channel partners• Market dynamics• Pricing parameters
    9. 9. Sales Analysis :• Who has the authority & desire to buy• Analyzing client mindset & so on
    10. 10. Sales Executives Need to be More Aggressive,Enthusiastic and Action Oriented to get Better Results.
    11. 11. Best Practices to Conduct Sales Training Effectively
    12. 12. Don’t Dump Unnecessary Information on Sales People
    13. 13. Focus on Benefits
    14. 14. Implement Your Sales Training Using Blended LearningWhich is a Combination of Classroom Training and Online Training
    15. 15. Mobile Learning
    16. 16. Create Podcasts
    17. 17. Use Real Time Data
    18. 18. The World of Products is Witnessing Everyday Changes
    19. 19. Organizations are Adopting Innovative Solutions to Train Their Sales Staff
    20. 20. Sales Training that Does Not Deliver
    21. 21. Conducting Motivational Talks Rather than Sales Training
    22. 22. Delivering Entire Training in Limited Time
    23. 23. Ignoring the Potential of Blended Learning
    24. 24. Conclusion
    25. 25. Sales Training Should be an Ongoing Process. By Making Sales Training Continuous, Companies can Avail the Returns in the Form of Improved Revenue Generation and Enhanced Customer Satisfaction.
    26. 26. "An Organizations Ability to Learn and Translate thatLearning into Action is the Ultimate Competitive Advantage." Jack Welch
    27. 27. To read articles on similar topic,please visit blog.commlabindia.com
    28. 28. Thank You

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