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Sales training develops essential selling skills that sales reps need to close deals and attain their quotas. These skills include prospecting, social selling, negotiations, proposal writing and objection handling.
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Sales training programs can be:
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Sales training helps your sales reps improve their performance by boosting their win rates and closing more deals. As a result, your team’s sales success leads to more revenues and profitability.
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According to this survey, effective sales training programs can help your team members achieve a 54% win rate, instead of a 44% win rate in the case of bad or no training programs.
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A solid sales training program equips your reps to:
Inside sales training:
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This involves using cold calling techniques (phone, email or social media platforms like LinkedIn) to reach out to your prospects and ask for referrals from existing customers. So, inside sales training helps salespeople spot prospects, get referrals and use cold calling effectively.
Field sales training:
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Unlike inside sales techniques that use virtual channels, field sales involves meeting prospects in person either at their offices or during conferences or trade shows.
Product sales training:
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These sales training programs help you learn how to communicate the features or benefits of products and align these with the prospect’s pain points. These programs also help salespeople know how to pitch their products to stand out from the competition.
Service sales training:
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Services rely heavily on consulting, customer service and retention. So, service sales training programs are all about consultative selling, where sales reps act as advisors and sell a solution. These programs focus on teaching how to build customer relationships, foster loyalty and increase the lifetime value of each customer.
Sales management training:
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These sales training programs are for sales managers or leaders and teach them how to build and coach high-performance sales teams  and be more effective with sales coaching. These training programs also help sales managers employ powerful sales strategies and build better sales processes.
Automation training:
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These are sales training workshops for learning how to use CRMs or marketing automation tools to build sales workflows and centralized dashboards, log data and automate reports to track sales performance metrics.
Sales training helps sales reps understand and anticipate their customer's needs and interact more effectively.
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While each sales training program has its merits, here are some elements that a comprehensive sales training program built for the digital age should include:
Let’s look at some of the top sales training programs and the training companies offering these programs:
While every sales training program promises several things, it’s crucial to choose one that aligns the most with your requirements. So, you should go through the following checklist before deciding:
An average sales training program can cost anywhere from $200 to $2000 per sales rep. Despite the substantial investment, sales professionals forget 80% of their training within three months.
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That’s because they complicate the selling process and don’t actively reinforce the new skills taught during the training program. Moreover, each organization’s sales process is unique and each sales rep has a different requirement to be successful.
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A better approach is to invest in sales coaching and help sales professionals get:
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Pauline O’Malley, B2B Business Development Strategist
Even the best sales training programs are no match for real-time sales coaching and performance analysis. That’s where Wingman can help.
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Using Wingman, you can coach your sales reps without actually participating in calls, track their performance at a glance and provide feedback tailored to each rep’s needs.
Interested in learning more?
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