You need at least some confidence to work in inside sales. Confidence that your product is the best, that your team is the best, that you’re vastly superior to the competition.
People who work in inside sales, but don’t have confidence when they sell, have a much harder time closing deals because customers don’t want to buy from someone who doesn’t sound like they know what they’re doing.
Confidence comes from knowing the product, the audience who’s buying, the problems they have and the specific things that make you great.
Here are four ways that you can use inside sales training to improve your team’s confidence and make your reps a whole lot better.
1. Give your inside sales training a product focus
Product training is a great way to jolt your sales teams’ into action.
Because selling something you understand is a lot easier than selling something you don’t.
A sales team needs to fully understand the products or services that they are selling in the context of the customer they’re selling to.
For instance, say you sell a software product for marketing teams. You probably need to know exactly what the product does, how it helps marketers, how it integrates into the marketing tech stack, and what the user experience is like. You might not need to know everything about the programming, security, and back-end scalability because you’re not super likely to be asked about that stuff.
Great inside sales training around product knowledge will help your team understand the product in the context of the buyer and the end-user, giving them the confidence to go out and sell aggressively.
2. Use inside sales training to build camaraderie
Inside sales is a competitive business.
However, it’s important to make sure that your team as a whole works together and builds each other up. There is nothing worse for sales than when your team doesn’t have a good camaraderie.
Inside sales training allows your sales team to work and learn together.
Not only do they get to learn from each other and build and hone their skills together, but the team building that happens in training will usually carry over into the day to day and bind the team together.
They also gain confidence from their inside sales training and the feeling that they’re all in this together. This creates a positive work atmosphere, which puts people at ease and gives them the confidence to sell.
3. Shorten sales onboarding
It’s harder to be confident when you’re new, and that makes it a lot harder to sell. Inside sales training can help. Getting your new reps up and running is a primary objective of most inside sales training, and it gives your reps a chance to learn before they do their jobs in front of customers. Not only that, but great training will give your new reps:
- Better product knowledge that they’re unlikely to acquire organically
- Faster time to productivity
- Better team integration
- Consistent onboarding and rep performance over time.
4. Advance your inside sales reps’ careers
If you can invest in inside sales training, you can become a place promotes, both within and beyond your org. Training can give your company a reputation so that when your reps walk into their next job interview, the interviewer says: “oh, you worked at Blah Blah Inc? You’re hired!”
Of course, we’re exaggerating a little, but not much (think of how good Salesforce looks on an account executive’s resume).
If you provide great training for your team, you can create the same sort of reputation. And once your cohorts start moving on to other companies in your niche, you’ll likely see that reputation start to grow.
All too often, inside sales training is left by the wayside. It’s something that is a nice-to-have, an add on that sales ‘has to go through’ to get their territory. However, training can be a strategic move by an organization to drive better sales results in the short- and long-term. Investing in training gives your reps:
- Better product knowledge and more selling confidence
- Better team camaraderie and – for lack of a better word – team spirit
- A shorter onboarding and ramp time
- Better long-term career prospects and outcomes.
If you can create inside sales training that delivers on these four things, you’ll have a pile of great reps banging at your door as they try to get in.
… So are you SURE you can’t afford that training budget this year?