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How To Train a Successful Sales Team - Lewis Robinson - Blog

How To Train a Successful Sales Team

Sales teams are the very heart and soul of any thriving, prosperous business. The accomplishments of a salesperson are directly related to the quality and caliber of training received. All too often, companies overlook the amount of effort and dedication required to ensure their salespeople manage to work independently. This misjudgment leads to a high turnover rate and wasted time and money. If you are a sales manager looking to successfully and efficiently train a sales team, follow these vital steps to ensure your team is qualified to meet any quota and attain every goal.


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Releasing a salesperson on a client call before he or she is ready can end in disaster. Customers tend to have numerous, detailed questions to which new hires do not yet have the proper answers. Not only is this discouraging for the representative, but it is frustrating from the client’s perspective as well. This lack of communication often results in a failed relationship or a lost sale. By assigning new employees a more seasoned, veteran adviser, they can learn how to field questions and support client requests. Further, experienced reps provide trainees a safe space to ask questions and make mistakes. Remember, the more empowered your salespeople feel, the more successful they will be.


A mentorship program also assists new reps in negotiation training. Listening to a seasoned team member qualify for a lead, overcome objections, ask for business, and close a sale will teach inexperienced trainees how to handle a deal from beginning to end.


Provide Product Education

The key to cultivating proficient, qualified salespeople is to provide comprehensive product training upon hire. Detailed education enables new hires to speak intelligently and assuredly about their product, creating customer confidence and a strong working relationship.


Clients respond positively to reps who demonstrate enthusiasm and passion for their product. It is vital for salespeople to not only convey knowledge but conviction and excitement as well. With this education, reps can explain features, demonstrate benefits, and point out how their customers can solve problems using their products.


Practice Role Play 

Now that your new hire is familiar with the product and has witnessed how an experienced representative goes about selling it, it’s his or her turn. Assign your veteran salespeople scripts, mimicking an actual customer’s dialogue, and observe how well the trainees can handle the conversation. Be sure to include questions and objections most frequently discussed by customers. This dialogue will force the new salespeople to find adept ways of steering the conversation where they want it to go.


Use role-play as an ongoing training tool, and be sure to record the results of each session. This practice will allow new hires to determine where they are succeeding and which areas of their delivery need more work.

Once the trainee feels comfortable discussing the product in a sales-call scenario, allow him or her to lead a legitimate meeting. Including a sales manager or a mentor on the call will assist with feedback and follow up questions. Again, this process will help new employees learn what was successful and what they need to work on.


Promote Continuing Education

Business environments are notoriously fluid, for industry landscapes are always changing and evolving. As such, salespeople must strive to gain new knowledge of their industry as their careers progress. Remaining up-to-date on the latest trends and advances gives them the credibility they need to convince buyers and close sales.


One way to promote sales team education is by holding monthly meetings where reps, new and old, can share current, relevant industry information. Employees can suggest pertinent items they have recently discovered, including news articles, podcasts, and more.


Never risk your company’s reputation by sending new hires out on their own before they are trained and ready. Ensure they receive proper product knowledge, and prepare them for the common objections they will frequently face. Laying the groundwork upfront will set your sales team up for continued success and ongoing achievement.

Publish Date: February 16, 2021 1:44 AM

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