Sales Training

Sales training defined: Sales training is the process of developing the skills and tools of your sales force to create more and better sales opportunities and close higher profit deals.

By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the internet: You!

Effective sales training has a direct correlation to business results. According to McKinsey, stronger sales training relates to stronger performance across key skill areas.

Undertaking sales training often results in higher opportunity win rates, claiming maximum value through pricing and volume, and an increase in the ability to fill pipelines and grow accounts.

So how do you get sales training? One way is through practical and true-to-life role-play simulation exercises, customized around the client's commercial needs.

Practical Exercises can also include: Group exercises and role-playing facilitated by two moderators and eight role-play actors, demonstrations of selling scenarios.

Our customization approach ensures we fully reflect your unique selling environment while leveraging best-in-class training content to ensure efficiency and relevancy.

If you are interested in getting sales training for your business, contact us to learn more.

Drive Further Growth with Sales Training

Most businesses have growth as one of their key strategic goals. Whether it’s through mergers and acquisitions, product or service innovation, or entering new markets, if a company isn’t growing, it’s losing to competitors that are. Developing a growth strategy is the first step in ensuring success, and making sure you have the sales talent in place to carry out that strategy is critical.

To achieve consistent growth and tap into the expertise, talent, and energy of your salesforce, training and development must be part of your growth strategy. When sales training is part of a company’s strategy, it results in increased profit, improved sales employee attraction and retention, a “culture of performance,” and improved competitiveness.

Companies that forget about the individual people side of strategic changes when it comes to growth aren’t maximizing the impact that a motivated team can bring when its members are all moving in the same direction. We recommend using multiple types of communication, including emails, in-person meetings and training to educate employees about the new strategy.

This past year impacted salespeople, sales leaders and trainers in a significant way. Changes in the global economy influenced by the Covid-19 pandemic required a shift to both virtual selling and virtual sales training. Some companies floundered while others flourished. Did sales training have an impact?

The 2020 LinkedIn State of Sales Report found that top-performing salespeople in 2020 are more likely to spend time training with their managers. They are also more likely to receive training from outside sales experts.

If you're ready to explore how sales training can help your business grow, no matter the size, schedule a session with Ashley Tapp.

Benefits of Sales Training

How can sales training help your company? For each of these outcomes, here’s how sales training can contribute to positive business outcomes:

1. Employee Satisfaction: When sales training is supported by quality sales coaching, employee satisfaction can increase. I believe this is because sales coaching helps people master skills and overcome obstacles to reach their next level of excellence and performance, thus increasing their satisfaction with their jobs.

2. Employee Motivation: It’s important to recognize that employees need to motivate themselves to be successful. However, you can provide an environment where this can happen. A solid sales training foundation will help enable your sales team to learn the skills and processes necessary to achieve personal success and contribute to your organization’s success.

3. Employee Retention: Research found that one of the impacts of a solid sales training program is increased employee retention and engagement. When you deliver a high-quality sales training program, your sales team knows you are making an investment in their success. Data from SiriusDecisions (via Forrester) shows that each time a B2B rep turns over, the opportunity cost in total loss of sales productivity is more than $200,000.

4. Sales Results: The research found that the primary reason companies implement sales training is to improve sales results. As expected, sales results were named as the No. 1 outcome tied to sales training for all companies. An Accenture book supports investing in training; the authors estimated that for every dollar a company invested in training, they received about $4.53 in return — a 353% ROI.

5. Company Culture: Culture includes a set of shared values, goals, attitudes and practices that characterize an organization. It’s also the way people feel about work. As discussed before, when high-quality, enterprise-wide sales training is delivered to everyone in an organization with a customer focus (not just salespeople), it can support a positive, customer-first corporate culture.

6. Agility Of The Enterprise: Agility demonstrates an organization’s ability to manage and adapt to change quickly. For companies that saw growth in a year characterized by rapid and unexpected change, it makes sense that sales training would lead to greater agility. Salespeople who are able to pivot and take the new selling situation in stride become huge assets to their company.

Looking toward the future, companies should continue to gear their sales efforts around delivering maximum value to their customers. While adapting to a virtual sales model that is likely to have a long-term impact, the goal should be to focus on the value you can bring to customers, along with a frictionless customer experience. These are key to the future of sales.

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