Training for sales reps is a pie that everyone has a hand in. Yes, there’s some work to be done by the reps themselves. But the lion's share needs to sit with the company.
If training for sales reps isn’t provided, they’ll struggle to improve their sales skills on their own.
Here are 3 tips that you can use for training your sales reps on basic sales skills and get them up quota faster.
1. offer e-learning sales training
Having your sales reps report to an in-class training session once a year isn’t effective training for sales reps. If anything, it just means they’re losing a day of productivity for your company.
It’s not effective for two main reasons.
First, sales training for reps should encompass product knowledge. To sell well, your sales reps should know everything there is to know about the products and services your company offers.
Second, sales training should include information, advice, and scenarios that instruct your sales reps on ways they can improve and sell better. What if they’re struggling after the one-day seminar? They should be able to practice or seek help as necessary.
E-learning improves training for sales reps. It allows your team to access the training when it best suits their schedules and they can go back to the information they need, whenever they need it. No more wasted productivity. No more struggling.
2. Improve communication skills
The ability to communicate well is the backbone of selling. Reps need to be able to communicate benefits and value as well as listen actively to customers’ questions and concerns.
To improve their sales skills, reps can learn to master the pillars of effective communication.
It’s not enough for your reps to listen to a customer—they have to actively listen. This means they understand what is being said to them, respond, and then remember. Active listening shows your customers that your reps care about them and understand their needs and challenges.
Ask pertinent questions
Only after your sales reps have actively listened to your customers should they start
asking their questions. In this stage of the conversation, the reps now understand any
problems the customer is having and can ask pertinent questions to clarify the situation and to better serve the customer.
How a rep speaks with a customer matters greatly. Each rep should speak in an empathetic and engaging manner. The customers should feel as though the rep is on their side. Speaking to customers in this way builds trusting relationships.
3. Improve time management
At the same time, however, your company should be using sales representative training to reduce inefficiencies and save time. In this case, understanding your buyer personas can help reps zero in on the prospects who are most likely to buy, ensuring they can close deals faster. Finding ways to shorten the buying cycle can also save time. Using technology to your advantage, such as a CRM program, can also reduce administrative burdens and help your reps spend more time selling.
Training for sales reps shouldn’t be a one-off event that causes productivity to stop. It should be an ongoing activity that drives meaningful results. And some of the lowest hanging training for sales reps fruit is getting the basics right. Basic skills like active listening, engagement, question asking, and efficient time management.
These training sales rep basics aren’t going to be learned in a one-day session though. To have meaningful training for sales reps, organizations need to run e-learning programs all the time. Then, and only then, will you see consistent results and a great training ROI.