The sales environment has experienced major changes in recent years. While the success of salespeople traditionally laid in the ability to use their own instinct, today it is mainly the ability to meet clearly defined processes and use logical thinking. These changes should also adjust the content and manner of implementing corporate training programs for salespeople.
Clomedia.com advises how to ensure that your sales training has a direct impact on the performance of the corporate sales team. See the following six steps:
1. Start with the purchasing process
First you need to know how your customers buy. Decide on what your salespeople should do and know accordingly.
2. Look from the customer's perspective
Salespeople meet with customers' perspectives every day, it does not make sense to teach them anything else.
3. Understand sales strategy
Sales trainer must be familiar with your corporate strategy, methodology and philosophy of sales.
4. Get their attention
Salespeople are very sensitive to wasting their time. Therefore, you must gain their attention. Training should be relevant, fast and engaging. Work with case studies and practical exercises.
5. Provide relevant content
Training must be relevant not only for the company but also for the salespeople. It should help them to change their sales practice, overcome obstacles and achieve their goals more quickly in the specific context of their work.
6. Measure effectiveness of the training
Department of Education must clearly define how to measure and evaluate the effectiveness of sales training.
-kk-