So you have finally developed this great product that makes you feel proud and “Now, what do I do to sell my product and build a sustainable business?” And what that really comes down to is-SALES!
We all start at the crawl stage and your early clients are your backbone who trust you and invest in you. Ultimately your business depends on the clients and it’s none other than the sales people who are the bread winners of your company. So, let’s take a step back and start giving them the appreciation and the attention they deserve.
What motivates these highly energetic smooth talkers who are quick to answer your questions even before you have them?
That’s the challenge! If you try to sell the idea to sales team that they will crack every deal they lay their hands on, they won’t buy it and they might lose interest in the work. That is because sales people feed on nay-sayers, it is the high they get out of making the most complex deal possible that keeps them going.
But like any skill, these slickest talkers need consistent training to hone their skills.
So what are the challenges you will most probably face while training your sales team?
1. Go beyond the classroom
Ever come across a bunch of school kids who are waiting for the recess break to jump up and run out of the classroom? Well, our restless team of workers-the sales people-are no different.
If you think you will tie them up for an extensive 6-7 hours training session and try to push them to attend it, you’ll most probably end up with empty classrooms or annoyed, sleepy faces at most.
A report by Sales Performance International found that multi-day sales training events are essentially a waste of money, as approximately 50 percent of the learning content is forgotten within 5 weeks, much less applied to the sales process.
Extensive training schedules can overwhelm your sales team and lead to decrease in productivity. Instead, allot small training sessions to these people. The task is not merely to bring new skills, but to embed them so that they can use it afterwards.
With increasing penetration of smartphones and the emergence of the tech-savvy millennials, the best possible solution would be to gives these restless, always-on-the-go employees, access to training sessions on their phone which they can go through whenever they want and can also be used to brush up their skills every now and then.
2. Gather feedback at every point
Every sale happens face to face. And the primary factor you need to look forward to is to build a good relationship with your customers. Feedback using the right technology can also help you measure training effectiveness, which is extremely critical. Your customers know that you want them to love you. But what they really want is, you to love them.
This is the first step towards building a relationship of trust which is the most essential key to make the deal.
89% of customers have stopped doing business with a company after experiencing poor Customer Service.
~Right Now Customer Experience Impact Report
So how do you train your seemingly arrogant sales people to be effective listeners more importantly, rather than being excellent talkers?
Well, the catch is to provide them field training and detailed feedback after each sales call.
See how a large enterprise trained its 13k frontline users at 1/5th the cost using just the right strategy!
Managers can help the sales representative understand client needs and to help them avoid pushing a product too soon by giving direct feedback in a real sales situation.
3. Constant engagement
One of the biggest issues in being a successful Sales professional is having and maintaining a deep and up to date knowledge of the product and services you are offering.
Of course, constant traveling and frequent sales calls make it nearly impossible to get your entire sales force in one room for training.
So how do you communicate the new updates and changes that you have made to your product to these people?
What you can do in such scenarios is to send out small emails that will keep them in the loop and also send out reminders for a demo session that is due. Or you can even use e-learning tools which allow the sales team to brush up on their product knowledge on the go with the help of videos and modules.
70% of buying experiences are based on how the customer feels they are being treated. ~McKinsey
So, starting today, you need to lay focus on training your bread-winners and to help them understand the business or industry they are selling within. It’s not merely the customer who should be your sole focus, but sales team helps you to build the best network. They work hard to build a good chemistry with your customers, so it is your duty to ensure that you not only give them good training, but also give feedbacks and a good opportunity to grow and outshine the rest.
Since the sales landscape is changing rapidly. Therefore, the way you train your sales employees should change on a regular basis.