They say you can’t teach an old dog new tricks. But, here at Lessonly, we have a different opinion. In fact, we think that every sales rep deserves the very best sales training.
Listen, sales is a trying, but necessary, part of any business. So there’s no escaping it. In order to be successful, you need people skills, tenacity, organization, persistence, and a great voice on the phone. You also get bonus points if you have a dance routine in your back pocket. If you’re onboarding a team of new hires, trying to improve the productivity of current reps, or even offering a refresher to the most experienced reps, you’ll need more than just the standard free sales training programs.
We firmly believe that sales training is the lifeblood for future sales (and business) success. But there are specific strategies and methods that will make it succeed. Through sales training courses you are likely to produce successful salespeople who will represent your brand effectively.
How to Teach Sales
Here at Lessonly, we’ve worked with hundreds of sales teams across the globe to improve their sales training programs. Over time, we’ve seen that most successful sales organizations include three important steps in their sales training programs:
First: Learn It
Next: Practice It
Then: Perform It
Let’s break down each step a bit more.
First things first. If you want to have a great sales training program it’s important to push training content to your sales reps when and where they need it most. Consider delivering training through a mix of in-person and online training. This will help you reinforce in-depth topics and ensure that reps are engaging with, and understanding, what they’re learning. It will also ensure that your reps have on-demand access to training content.
When it comes to deciding what exactly your sales reps should learn, we recommend looking at your sales cycle. What types of sales training courses do you need to create and deliver so that every rep is learning the information and skills they need to make a cold call, deliver a great demo, negotiate a contract, and ultimately close a deal? When your learners understand each step while moving through the cycle, you can describe the benefit of each area as well as the advancement of the overall process.
There’s a lot to learn as a sales rep, and training truly never ends. We’ve found that when sales training is paired with intentional practice and thoughtful sales coaching, it’s a recipe for long-time success. That’s why we believe that deliberate practice is key to reinforcing skills that reps learn. Here are few scenarios or exercises that would make for a great practice session in your sales training courses.
Delivering effective messaging: Create different sales scenarios, such as cold calling a prospect, and have each rep practice delivering messaging to a teammate. Then, have that teammate share feedback on things that they did well or areas for improvement.
Recognizing and adapting to social styles: Sales reps will likely deal with prospects who have a wide range of personality and social styles. Some may be very approachable and friendly while others may be more reserved. That’s why it’s a great opportunity to have your reps pick up on different conversational cues during mock calls.
Positioning pricing: Pricing conversations can be difficult. Give reps a safe space to practice these discussions so they feel comfortable and confident going into real negotiations.
In the end, sales training courses are about delivering results. Sales leaders can tap into an online sales training platform to measure team performance and track individual metrics. It’s not only the easiest answer, but it offers the following benefits, which also count as online sales training success factors.
- Flexibility: With the right tools, employees can access the latest lessons and modules online at their own pace in their own free time. Productivity increases because employees aren’t traveling to sales skills training sessions, or missing work to complete it.
- Documentation: It’s easy to miss something in a lecture done in a traditional classroom setting. But with an online sales training curriculum, all resources are saved in files as podcasts, documents, presentations, etc. Employees can go back to the same sales and marketing courses resources again and again.
- Info Accessability: Online sales training delivers information to employees faster, and even in real time if necessary. This is especially useful for salespeople at the forefront–those who present to audiences, talk to clients, follow up on deals, etc.
- Content Consistency + Quality: Online sales training ensures your company is giving a consistent message globally to improve sales readiness. In sales, knowledge is quickly outdated; product and merchandising information are especially quick to change.
- Anywhere Access: Employees can log on to their accounts using desktops, laptops, tablets, and smartphones–devices that most salespeople have. There’s no excuse for any employee to miss out on a basic sales training session, especially not when all necessary resources are readily available, just waiting to be accessed.
We’re Ready to Help You Do Better Work in Sales Training
Every sales rep, no matter how experienced, can benefit from sales training courses learning how to sell is an ongoing process. Check out this resource for a look at some of our favorite sales training ideas. Or, click on any of the tiles below to learn more about Lessonly.