However, knowing how NOT to start a sales training initiative may provide your business with more insight.
With what not to do in mind, here are the don’ts of starting a sales training initiative:
Rely on One-Time Training Sessions
If you think your sales staff can absorb everything there is to know about your business’s sales initiatives in one shot, think again.
Although large corporations swear by one-time training sessions, they simply don’t always work. This is especially the case when the session involves multiple staff members and multiple sales areas.
Instead of trying to save time and money by having a one-time, all-inclusive sales training session, instead spread that training over half a dozen or more sessions. Your soon-to-be sales members will be able to absorb more information this way.
In addition, they can put their newly acquired skills to the test in between sessions.
Pushing a sale is one thing, but using proper etiquette to do so is something else entirely.
With that said, the two go hand-in-hand when it comes to sales training.
As the following article looks at, ignoring face to face and telephone etiquette is one example of how not to start a sales training initiative for your business.
Before you put sales members on the floor or on a live call, it’s important to make sure they’re equipped with the proper etiquette.
This includes knowing how to greet a customer, how to respond to questions, and how to make a sale without being too pushy or aggressive.
Confuse Training Types
When starting a sales training initiative for your business, you need to differentiate between sales and product training.
Knowing the details and value behind each product your business sells is knowledge every sales associate should have, but relationships should always come before products.
True sales involve forming a relationship with the customer before attempting to sell them a product or service.
Effective sales members will always nurture a relationship with a customer by asking them their likes, dislikes, and other pertinent information before selling a product to them.
It’s your job as a sales mentor to know the sales types and train accordingly.
Assume Prior Experience Requires no Training
You should never assume anything when it comes to training your employees, especially in the sales department. Every sales atmosphere is different and every business trains their sales associates differently.
What works for another company might not work for your sales initiatives.
Experience is good, but you still need to train those individuals with prior experience just like anyone else on the sales staff.
Assume All Learning Paces are the Same
You should also never assume everyone on your sales team learns at the same pace.
This goes back to using multiple training sessions instead of just one or two.
Sure, there might be a few people who get it right away. However, more training won’t hurt those individuals who catch on quickly, but it will greatly benefit those who learn at a slower pace.
When your business is ready to get the sales training ball rolling, keep in mind the don’ts and take advantage of the do’s.
About the Author: Adam Groff is a freelance writer and creator of content. He writes on a variety of topics including marketing and sales.