According to a Salesforce report , 80% of sales teams with exceptional work results rate their training process as outstanding or very good.
This same report reveals that US brands invest more than $70 billion annually in training their sales force.
According to the digital site Ventas 2.0 , 95% of customers prefer to negotiate with a seller who offers them solid and convincing content , which makes it easier for guadeloupe email list them to move through each stage of the sales process .
Does your company have this type of salesperson? Do you carry out systematic sales force training actions in your organization? Do you have a sales training plan designed for your company's salespeople?
Your answer doesn't matter! In this post you will find interesting ideas for designing sales force training in your organization.
What is sales force training?
Meaning and importance of human resources training
The website Concepto.de defines training as “the set of educational activities or teaching and improvement of work skills offered to the workers of an organization or company.”
The fundamental objective of training is to improve the organization's human resources . Consequently, the impact of this task must be seen in an improvement in the company's efficiency indicators.
When a team receives systematic training, conceived under a development approach, its members improve the planning, execution and self-evaluation of their daily activities.
Training enhances a qualitative leap in the integration of the organization's operations. It improves corporate identity and strengthens employee commitment to the brand, which positively impacts results.
So much so that in a study conducted by Wrike in early 2020, more than 35% of employees surveyed directly linked their commitment to the company to factors linked to training.
Training for sellers
In the specific case of salespeople, training is very necessary. Sales is one of the most complex work activities, and nowadays, it demands in-depth knowledge and diverse skills.
Through sales training , the organization ensures that the seller maintains up-to-date knowledge of the processes and technological tools necessary to implement them successfully.
During sales force training, the skills and competencies required for the performance of the position are also trained, as well as the essential behaviors required for closing deals are modeled .
There are several criteria for classifying the organization of sales training. One of the most widely used divides it into two large groups: progressive sales training and intensive sales training .
Progressive sales training
The progressive sales training modality is carried out during the daily supervision of the salespeople's performance. It is carried out by a senior manager or an expert advisor with the necessary technical and pedagogical skills.
Let's imagine a Sales Director who seeks to improve the skills of the human capital under his command in real time. Here, training would be continuous and personalized, which is undoubtedly a great advantage.
In its progressive form, sales force training uses sales data from short periods to perform analyses that allow determining the content of improvement actions.
The impacts of progressive sales training are seen in the long term. It is a process that seeks to raise the level of the sales team in a consolidated manner. To develop it, the organization needs the support of an internal specialist.
Intensive sales training
Intensive sales training is carried out within a limited time. In this modality, the training of the sales force is carried out by an external specialist.
In general, external consultants have a proposal for the content of the sales course. However, the brand's management must ensure that these are adapted to the internal diagnosis and the demands of the segment.
An example of intensive training is the traditional annual sales kick-off meetings. These meetings combine sales training with discussion of sales goals for the upcoming year.
