It is a great start to attracting quality talent. Using ongoing sales training strategies will give your team the tools, resources, and support they need to build a profitable sales operation. These are the top nine best practices in sales team training. They will help you create a more collaborative atmosphere, increase business growth, and make onboarding your sales team worthwhile.
9 Tips for Building a High-Performing Sales Team Training
1. Include Sales Team Training as Part of the Onboarding Process
A solid sales onboarding program helps new sales employees feel confident and comfortable, as well as acquaints them about your organization’s mission and vision. This helps to set the stage for success by giving your sales reps a solid foundation to follow in their job duties. Onboarding programs should include sales team training that gives reps a general overview of their job and where they can find answers if they have questions.
2. Standardize Your Sales Team Training Process
As part of their orientation, every member of the team should be trained in the sales process. This can also be done periodically to refresh or make changes. The sales process describes the steps, strategies, and tactics that your sales team uses in order to find the best and qualify leads and then convert them into customers.
It is one thing to have a simple process. But sales training techniques include teaching each sales rep how it should be used to ensure they are following it correctly. Standardizing the sales process training promotes transparency and makes sure that no one is left behind.
Here are some areas that your sales process training should include:
- Profiles ideal buyers
- Your Sales funnel (where leads are)
- Steps of your Sales Pipeline (activities that move lead to the next stage).
- Lead generation tactics
- Methods to schedule meetings with prospects
- Methods to qualify leads
- How do you identify the pain points and needs of prospects?
- Sales strategies to make offers, send proposals, and close deals
What happens after a deal is closed with a new customer (e.g., hand off to an account manager, client onboarding, delivery of goods or services, upselling/cross-selling recurring customers, and so on)
Also read: What Is SaaS Sales A Complete Guide?
3. Invest in Professional Development
You must provide ongoing sales education and training to your team to help them grow, learn new strategies, and become expert salespeople. The products and services you sell, your sales method, budget, skills gaps, and learning preferences for your team will determine the type of professional training required.
You can still offer high-quality, free or very low-cost online training courses even if your budget is limited or you only have a handful of sales reps. HubSpot Academy offers a variety of sales training courses for all levels of salespeople. These courses can be found online and include e-books, videos, sales templates, and certifications that you can add to your LinkedIn page.
If your budget isn’t as important and you have a team of sales reps that thrive on learning and networking, then sending them to high-quality sales conferences is a great investment. Here are some examples of professional development opportunities you could include in your sales training.
- Opportunities for E-learning
- Industry conferences or sales
- Professional training courses can be taken on-site or in-person
- Mentorship programs
- Training programs for corporate employees
4. Tailor sales training to each sales role
If your sales team includes multiple roles, It’s crucial to teach your team strategies that are directly related to their key responsibilities. Sales reps responsible for making cold phone calls should be trained on how to overcome objections, deal with rejections and build soft selling skills. Agents responsible for managing text and lead nurturing campaigns might not have this training.
You can tailor your sales training to suit your needs by clearly defining the roles of each member of the sales team. Then, create training that is based on their key responsibilities. Account executives must be able to present an effective pitch to close deals. Account managers must also be proficient in dealing with onboarding issues as well as finding ways to cross-sell or upsell your other products.
Here are some examples of sales roles that you might want to tailor sales training for:
- Sales development representatives (SDRs): These team members are responsible to cultivate leads via phone calls or emails, and then sending interested leads to an account executive in order for them to demo the product or meet with them in person.
- Account executives: Account executives use qualified leads from SDRs to create product demos and sales pitches to convert prospects into customers.
- Account managers: After a deal has been closed, account managers assist the customer in implementing your products and services. As part of a clients retention strategy, they also manage upselling and cross-selling solutions.
- Sales managers: The sales manager role is crucial for keeping the sales team on track. Sales managers help their team members improve their performance, delegate tasks, and provide reports to senior executives.
- Marketing managers: Although marketing can be considered a separate function, they work closely together. Marketing team members can benefit from sales training that helps them to understand the sales process. How sales and marketing can be combined to achieve better results
Also read: Outbound Sales: What It is and Best Tools
5. Develop a solid understanding of your ideal customer
A thorough review of your target audience and ideal prospects (ideal buyers or customers) is part of training a sales team. This allows sales reps to understand the common pain points and common objections that they will face in order to make a convincing case to customers to purchase your products or services.
A customer profile is a great way to help your sales staff learn more about your ideal customers. By understanding your customers’ demographics, likes, and dislikes, as well as their behavior and background, you can create a customer profile that outlines the needs of your target customers. Training sales reps in how to create customer profiles involve going through each section and creating an example profile. Explain to sales reps how to use customer profiles according to their specific sales roles.
6. Profit from high-performing reps in sales training
To train new reps, you can draw on the knowledge and experience of top-performing members of your sales team. As part of your training program, use strategies such as shadowing and role-playing. Role-playing can be intimidating for many, but it is not impossible for some. It is an especially useful learning strategy. This allows your team to practice real-world scenarios. They are most likely to meet, which allows managers to assess a rep’s strengths as well as potential opportunities for improvement.
It is an excellent sales training tool to use high-performers in coaching. This helps them to improve their coaching skills and prepares them for sales leadership positions.
If one of your senior account executives excels at mentoring and training new employees, it might be a good idea to promote them to sales manager. If your leaders aren’t given the chance to shine, it can be easy for you to overlook their potential. Mentorship is a great way to give your employees the opportunity to practice leadership skills.
7. Provide Training in Sales Tools & Software
If a salesperson doesn’t know how to use sales software or other tools that your team depends on, even the most experienced and talented salespeople, are unlikely to succeed. Sales training for new hires should include demonstrations of how to use the software they need to do their job effectively.
Software used by many sales companies includes:
- A platform for customer relationship management (CRM), to manage prospects, deals, and opportunities such as Freshsales
- Scheduling software that streamlines managing meetings using calendar integrations like Calendly
- Video conferencing tools to facilitate internal and remote meetings with prospects or customers.
- Trello is a task management tool that helps everyone stay on track.
- Slack is a team collaboration software that allows for project management and communication.
Many sales software tools also offer training that can help new users and existing users learn new features and tools. Use webinars, knowledge bases, and video tutorials to learn about the software you use. Pipedrive has a program called Pipedrive Academie that offers webinars for advanced and new users.
Also read: Top 15 Sales Prospecting Tools
8. Enhance Sales Training with Incentives
Friendly competition is a great tip for sales training. It sets the stage for high performance. You could reward trainees for completing training modules and reaching milestones. You don’t need to spend a lot of money to offer productive incentives.
Incentivized sales training is possible for the entire department, team, or individual reps. It can include incremental or long-term rewards such as:
- Recognition and awards
- Gift vouchers to your favorite restaurants and stores
- Additional paid time
- Flexible work hours
- Promotions and title changes
- For reaching “stretch goals” or exceeding targets, you may be eligible for a bonus
- Find out more about the best sales contests to motivate sales teams.
9. Conduct Regular Performance Assessments
After orientation and onboarding, sales training does not end. It should be dynamic and continuous, with benchmarks that are measured over time to identify opportunities for improved sales performance and where team members excel. Regular performance assessments are a great sales training tool because they allow you to evaluate the effectiveness and determine where additional investments are needed.
Assess each rep’s performance daily based on the business’ sales cycle length, cycle length, employee turnover, and skill gap assessments. This allows you to create a customized training program for each person.
One example is if one of your business development representatives has difficulty getting past gatekeepers in order to speak with decision-makers. You can help them improve their calling skills and increase their confidence. You should notice a significant improvement in their performance when you reevaluate them.
Every sales-oriented company should have a training program for Sales team training. Developing intentional strategies for training new hire training and ongoing support for all sales roles Your entire sales team will be able to do their best, close more business, and remain motivated.