When was the last time, you, as an entrepreneur, founder or CEO of your organization got trained in Sales?
When was the last time, your sales team undergo sales training?
Did you know that the calibre of your sales people or sales team is the most important factor influencing prospects’ decisions to buy” – according to a study cited on the Sales Force Training website.
In today’s extremely competitive business environment, having any advantage over the competition is useful, especially with a strong sales team.
Intensive Sales training followed by diligent field coaching is the most important and effective system/tool that a company can have, to ensure that they stay one step ahead as a strong sales team.
In the U.S. alone, more than $5 billion is invested in sales training and improvement.
A trained sales team can generate new opportunities which can lead to huge returns for a company. In fact, more the sales training for sales teams, better will be the sales results for the entire company.
Importance of Sales Training Programs for an Organization:
1. For Increased Revenue:
The Sales department is the main revenue-generating department in an organization. By providing training to the sales staff, organizations ensure no time is wasted on trial and error methods by salespeople that individuals might adopt if left to themselves.
2. For Enhanced Product Knowledge:
Information on one’s own products as well as those of competitors is fundamental for sales. A new sales person needs to be well versed with the product or service that he is going to sell. A training program is great, to inform the staff about the products or services that the organization provides. Information can be passed on in an authentic way, leaving no room for uncertainty or misinformation that might arise if the staff is left to learn about it on their own. Sales people are motivated and inspired to sell better, basis their learning with mock-ups, roleplays as well as field coaching as part of their training, increases their retention as well as job satisfaction
3. For Procedural Compliance:
Sales training, imparts knowledge on the fundamentals. It includes the basics of sales procedure – prospecting, needs identification, providing solutions and closing the sale. Additionally, in many industries, organizations need to follow certain rules and regulations while selling a product or a service. It is particularly true in the service sector. Such as the insurance industry, where employees have to adhere to the norms set by the local regulatory bodies. If employees are not made aware of these rules and regulations, companies may be answerable to the regulatory authorities. Hence sales team needs to be well-versed with all the mandatory requirements.
4. For Soft Skills Training:
Selling is both an art and a science as it involves analytical skills as well as creative skills. By providing training in leadership, team-building and communication skills, employees will be better equipped to showcase their companies’ products/services to potential customers for quicker and better sales’ closes. This ultimately means more sales and thereby more revenue for the organization.
5. For Motivating Sales Teams:
Sales is a high pressure job that leads to frustration among the sales team very easily. It’s a good opportunity for managers to keep their sales team motivated. It helps them to remain up-to-date with respect to the company’s products, market and competition. It reduces employee attrition and increases productivity.
6. For Ensuring Business Values and Ethics:
With increasing sales targets, there is a risk of employees compromising on organizational business values and ethics. For an organization to succeed in the long run, it has to ensure that its employees follow the business values it stands for and training is an appropriate platform to drive home this message to the sales force.
In short, a sales training program:
- Increases the efficiency and productivity of a sales person.
- Helps in accessing the abilities of a sales person.
- Improves the organization’s ROI.
To conclude, periodical sales training is an investment that helps organizations remain sustainable and competitive in the long run.