BLOG

December 7, 2017

Why Sales Training Must Be a Continuous Process

Blog

Jeff Cochran

0

No one likes to lose money. Organizations invest in training to make their teams more effective, but even the very best sales training can be useless if it only takes place once. Successful salespeople soak up a large amount of information at one-time events but oftentimes can only implement a small amount of it right away. Over time, knowledge fades, and learning slips away. Learn how regular, targeted training creates an increasingly effective team and gets results.

Update Knowledge

For many sales professionals, the products and services they sell are continually changing. If your organization invests a considerable amount of resources into product development or service refinement, you want to make sure your staff is armed with knowledge that is up to date. Training that is only sporadic leaves sales professionals in the dark.

Use training to offer updated product information and to provide tips for letting customers know of improved value or functionality. Staff who have the most current information best represent your brand.

Outperform Competition

Your organization’s products aren’t the only ones that change. Your competitor is constantly innovating as well. Your staff doesn’t just need to know the strengths of what your organization offers, but what else is available to potential clients.

Use regular training to inform sales professionals about how your product compares to that of the competition. Be transparent about strengths and weaknesses so sales staff can competently answer objections.

Understand Buyers

Most organizations gather data on their clients’ needs, goals, and wants. Regular training provides some of those insights to sales professionals. Team leaders that spend less time in direct contact with clients stay connected, and reps receive the information they need to communicate effectively. When they understand the buyer, they are better able to respond with empathy and employ active listening skills.

Measure Results

Infrequent training might cause a short spike in productivity that quickly wanes. It’s hard to tell if that spike came from the knowledge employees learned during the training or just from the brief surge of excitement that often follows intense, focused staff development.

Regular training provides an opportunity to measure the correlation between sales training and increased revenue. Organizations can choose objectives that are in line with their goals, then track performance after each session to see which specific sales strategies led to greater success. As they hire new employees, they quickly become integrated into the culture of learning to provide consistent results for all teams.

Regular sales training puts cutting-edge techniques at your sales staff’s fingertips. Make it a continual process for a team who is always improving.

LEAVE A COMMENT