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Sales Team Training 101:  How To Ensure Your Reps Hit Their Quotas

September 14, 2017 / by Daniel Hebert

Sales Team Training 101  How To Ensure Your Reps Hit Their Quotas--.jpgSales managers are always on the hunt for an increase in revenue. As a result, sales teams are faced with the pressure of producing results month after month. How can sales managers protect themselves and their staff by ensuring that reps hit their quotas? With effective sales team training!

Sales team training not only equips your staff with tools for success, it also drives results that you can see through increased revenue. If you’re worried about your ROI from training, finding the most efficient and effective sales team training methods is crucial. Read on to discover how to best train your sales team to ensure that they reach their quotas.

Set Realistic Targets

There’s more than meets the eye when it comes to setting sales quotas. There’s nothing worse for your team than receiving a target without any justification for why it has been set. Become informed and engaged with the areas that your sales team serve so that they receive quotas that are attainable, even if they are aggressive.

The key is to set your team up for success: quotas that are supported by market research and insider knowledge will automatically be easier to attain or surpass. Insider knowledge may include insights on prospective customers or on your own sales history or the abilities of individual sales team members. Putting the research into goal-setting will pay off when your targets start being met.

Another priority with setting quotas for your sales team is to include a degree of flexibility in every goal. Your staff is more likely to underperform when they are under pressure. Alleviate some of their burden and watch your sales targets get blown out of the water!

Prioritize Skills and Teach Them Individually

Think about all of the training sessions you have attended: what made them effective and what could you have done without? Learning from your own experience will help you train your sales team more effectively.

One way to ensure that your training is effective is to prioritize the skills that your staff need to learn and then teach them individually. Breaking information down into smaller portions with opportunities for microlearning will give your sales team a better chance of remembering the training and then put it into practice. While it might be tempting to do a training blitz for your staff with full-day or multi-day info sessions, your staff simply won’t be able to retain all that information.

Make a list of all the training modules that need to be completed and prioritize them, allowing for ample time between training sessions. This will allow you to avoid overtraining your staff and will lead to better long-term results.

Motivate Your Team

It all comes down to finding the best ways to motive your sales team. Effective training gives your team the confidence it needs to succeed. Providing opportunities to share successes and give regular feedback supports your staff as they work on hitting quotas driving sales. Supporting your team and modeling good management techniques will increase motivation and morale and—as a result—increased revenue.

Communication Is Key

Never underestimate the importance of communication! A lapse in contact can undo your training efforts and leave you starting back at square one. If you have an internal communications team, work with them to create messaging that will reinforce your training.

If your sales team receives regular reminders about how best to reach their quotas, they will be more likely to put your training into practice. Whether it’s through posters, emails, internal social networking, or webinars, your staff will be able to confidently apply the training they receive and boost their sales.

 

Topics: Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

Daniel Hebert

Written by Daniel Hebert

Hey, I'm Daniel. I'm the Marketing Manager here at LevelJump. I've been helping B2B SaaS companies with creating marketing strategies that drive pipeline and revenue for 5+ years. Ask me any questions about marketing, lead generation, marketing & sales alignment, and sales enablement. If I wasn't a marketer, I'd be a chef!

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