Sales Training Ideas
As a manager, proper sales training can be a tough nut to crack evenly. With copious amounts of advice out there, it’s best to develop a concrete plan. You could hire sales training companies, but Lessonly has put together a pretty great resource to get you started. From there you can build and organize your own content.
In this free sales training ideas resource, we’ll be covering common sales training courses, sales coaching techniques, sales class examples, and supplying you with other sales resources to check out. Below is a sneak peak into the resource (but we suggest downloading it. It’s much more entertaining.)
Lessonly as a Sales Training Software
At Lessonly, we’re big fans of the flipped-classroom approach. That means, instead of having a big group sit down and listen, let the group learn on their own, then come back and exemplify what has been learned.
With that said, Lessonly offers a platform for employee learning with intuitive content creation and seamless deliverability. Creators can assign lessons, quiz learners, and track progress all within one interface. So, say you’re ready to build that content. What sales training topics do you start with?
Sales Training Courses
Before we suggest specific lessons, let’s think broader. A sales training course as an umbrella — a broad topic. Under sales training courses are lessons. Lessons revolve around the topic, but are more in-depth in answering, “Why?”
For example, you can have a course labeled Sales Coaching Techniques but then have lessons underneath it labeled Team Building Activities or Incentive Ideas. We touch on those specific topics in the resource. To cater to a specific industry, maybe you have a course called Automotive Sales Training, but then you have a lesson on Used Car Sales Training Programs.
Here are some subjects we strongly suggest including as sales training courses:
- Sales Pipeline Training – From the top of the funnel to the bottom of the funnel, this course should consist of everything a rep should know to make it through the pipeline fluidly.
- Cold Calling Techniques – If you’re training for B2B sales, you and your reps should be no stranger to cold calling. Create a lesson that takes the dreaded connotation of the word and turns it around for the best. Cold calling gets a bad rap, but it’s usually due to reps not researching the proper target.
- Presentation Skills – For great sales training, presentations are a must. Giving a great presentation starts with really knowing the client. And it can be different every time. Create lessons about the preparation, the use of media, and the content points to emphasize in a presentation.
Negotiating Skills – No sales rep will deal with passivity. Every rep must be able to deal with discount questions and timing restraints. Have specific lessons about negotiating deals. Whether it’s product or contract, there are approaches sales reps must be versed in to effectively win for both sides. That way, when a sales rep is selling a prospect who is also a sales rep, she’ll know what to do and be confident in doing it.
Sales Class In Session
After you’ve built up plenty of training content, and you’ve dispersed it to new reps to study, let them show you what they’re made of. It’s good to get your reps immersed in the context before they give themselves the opportunity to trip up. On top of creative contexts, step outside of the material and really get to know the people you’ll be working with.