Training and development is an important part of sales management. How do we improve the performance of our sales force? Some questions we must ask ourselves before determining sales training needs are:
Who should be trained?
What should be the primary emphasis in training?
How should the training process be structured?
Sales Objectives
This first step is for situation analysis, and then the next step is for us to identify the objectives of our sales training. Let’s take a look at an example of some sales training objectives:
Improve selling skills
Improve customer relationships
Increase productivity
Improve morale
Lower turnover
Meeting These Objectives
How can we meet these objectives? Creating a powerful sales training experience is the solution. By powerful, I mean that the training has to be relevant, interesting, and engaging. Salespeople don’t want to be sitting around in a classroom! That’s certainly not what they signed up for when they applied for a position at your company. A great way to keep subject matter relevant in your training program is to link your training to the challenges that your sales team faces right now. Provide specific tools for your team to use!