The sales landscape is undergoing drastic changes. Customers are more prone to probe and no longer take what companies claim about their products at face value.
This is forcing companies to shift from throwing out lists of features of their products and services to advising what works best based on their customer’s needs. For some, this can be a tough transition. Fortunately, sales training companies can help you refresh your skills and strategies.
Training, however, is not a magic pill. It takes time, energy, and the right mindset to learn and implement new techniques. This article shares three ways to optimize the approach to learning in your company.
Customize content
Sales training programs have mushroomed in recent years, so you’re spoilt for choice. However, a one-size-fits-all approach to training is rarely effective or a good use of the trainer’s or trainees’ time. Most importantly, it robs employees of the opportunity to learn techniques tailored to their specific needs.
A study by the American Management Association found that teams that received customized content retained up to 38%. So, try not to pluck random programs off the shelf. Instead, look for sales training companies that can craft courses for your business.
Make learning interactive
Training can become a mindless blur after a while. One way to break up the monotony is to make it interactive. For example, you could incorporate gamification into your classes like points, leaderboards, and badges. These can help get reps excited about learning.
Research by Salesforce showed that reps who receive interactive sessions are more likely to put what they learn into practice and achieve quotas. Also, they’re more likely to promote the company enthusiastically.
Offer regular programs
Strategies and best practices change over time. So, avoid making learning a one-and-done affair, say sales training companies. Salespeople who receive regular instruction outperform those who don’t by as much as 20%, according to a study by Northwestern University.
However, this doesn’t mean stuffing the same old content down employees’ throats. Refresh the content to ensure you’re sharing the freshest material.
