How does sales training software simplify your long-term training efforts? Sales training software helps sales teams efficiently and simply refine their product knowledge, pricing skills, forecasting, territory building tactics, upselling, overcoming of objections, and communication at scale, so managers don’t have to train each rep on an individual basis.
Whenever a goal is set, the achievement of that goal is always our first thought: I’m going to buy a house, run a marathon, start dieting, read more, etc. Rarely, is our first thought, “What’s the first step?” or “What’s the third step?” or “What’s the ninth step?”. That’s because we’re already picturing ourselves painting our newly purchased home, crossing the finish line, or piling up the stack of books we finished over the course of the year.
Which is exactly what should happen. When we plan a 15-hour road trip to the beach, the visions in our head are laying on the sand, not the first turn out of our neighborhood or where we’ll be in hour two of the trip.
We all can see the destination in our minds, but the drive is where we struggle. It’s long. It’s cramped. There are delays, course corrections, car troubles, and energy dips.
However, if we start with the end in mind and then work backwards, we can objectively understand where we need to be and when.
Work in reverse
So here’s my advice—to reach your goals, plan them in reverse. Start with the beach, the finish line, closing your last book. Understand the concrete place you intend to end this journey. But then start reverse engineering the process.
The companies with the best sales training programs understand this concept. They set their own sales training agenda. Onboarding account executives is a dedicated and complicated process. AEs need to master product knowledge, pricing, forecasting, building a territory, upselling, overcoming objections, communicating, and a litany of other skills. And that’s after they’re familiar with a thick tech stack of sales tools.
During this learning curve, the train does not slow down. Sales teams have goals every quarter, with each AE contributing. This often includes AEs who are onboarding, or “ramping up” as it’s often referred to. Somebody leaves, and that quota gets shouldered by the rest of the crew.
Intentional training methods
There are many types of sales training methods out there, but this is where sales training software comes into play.
Whether we’re talking about sales, customer success, customer experience, customer service, you name it, no customer facing role can be defined by in-person training and binders anymore. Especially in B2B sales training because the world of sales, especially SaaS sales training, moves too fast today. The best sales training programs find a way to course correct on the fly.
Products change. Teams change. Territories change. Change is inevitable, and it’s good, but one sales manager or sales enablement lead cannot be solely responsible for consistently training and re-training their team on an individual basis.
That’s why structure is so crucial in sales onboarding. Not just to lay down a roadmap for sales professionals, but to address the detours and delays take place on that road.
Just like our trip to the beach, we must see the destination first, and begin to work backwards. For example, if sales management can pinpoint how long it takes for a rep to be fully ramped, let’s say six months, that team has already taken a major step forward. From there, reverse engineer the schedule.
As we reverse engineer, we start asking ourselves very specific questions: What are all of the skills an account executive or customer experience manager or customer support specialist needs to know after six months? After five months? After four months?
The best plans are truly planned in reverse.
Self-directed learning matters
One overlooked note is the ability for a sales rep to self-direct their learning. Everything they need to know to succeed—pricing, product information, phone and communication skills, forecasting, and more—takes batting practice, and lots of it. Content needs a place to live, and reps need a segmented, efficient way to find exactly what they need, when they need it. It also needs to be updated in real time. Your sales training curriculum will need constant improvement.
There are resources out there that professionals promote: online sales certifications, online SaaS sales training courses, and in-person workshops like Hoffman training to name a few. These can bring up new perspectives, but the way a sales rep will thrive the most is through practice, more practice, and the ability to get constant feedback.
As the leader of a sales team, you can plan in reverse with Lessonly. Whether your onboarding cycle is a week, three months, six months, or a year, the ability to build a repeatable process is a key ingredient to consistent team development. The ability to adapt your training in real time is just as vital. Having a knowledge base for your reps to self-direct their learning is essential to their growth.
And finally, the option for reps to continuously practice a pitch, overcome an objection, or negotiation, all while getting direct feedback, is the equivalent of iron sharpening iron.
The moral of the story? Picture the beach in your mind, and plan the trip in reverse. Picture yoru team one full of fully enabled, empowered reps, and work backwards. You won’t be disappointed.
Simplify Training with Lessonly’s Sales Training Software
Lessonly is powerful simple virtual training software that helps teams learn, practice, and perform like never before. Sales and customer service teams across the globe use Lessonly to build effective onboarding and ongoing training that fuels success. Learn more, demo Lessonly today, or click one of the tiles below to see what we’re all about!