Is Sales Training Important for an Organization?

March 13, 2018 by  

Here are some questions you might want to consider:
– Why should an organization implement a sales training program?
– What role does it play in an organization?
– Is it just a “nice-to-have” option or a “must have” option?
– Is it a part of a conscious strategy to achieve organizational goals?

In the end, just how a sales training program is perceived really depends on the specific organization. Some may think that it is a complete waste of time and that a sales team learns best while on the job. While other organizations may realize that investing in that training is likely to result in better outcomes.

So let’s explore the elements that could be gained from a good sales training program.

I Produces Increased Revenue: The sales department in any organization is the main revenue-generating component of that company. Other departments usually provide support functions. In our current very highly competitive environment, where there is so much competition for customers’ attention, the onus is therefore put on the salespeople to offer the most appropriate product to the right customer at the best time. By providing sales training to the staff, an organization can ensure that no time will be wasted in trial and error methods and instead the sales team will know exactly how to go about their job and do it more successfully.

II Provides Procedural Consistency: Excellent sales training offers knowledge on the fundamentals of good sales practices. The program would include the basics of sales procedure such as prospecting for your market, the means to determine needs identification, as well as strategies for closing the sale. In addition, in many industries, organizations need to follow certain rules and regulations while selling a product or a service and that information also needs to be shared. This is particularly true in the industries where employees have to adhere to the norms set by the local regulatory bodies. We certainly do not want any issues to be created if these mandatory rules and regulations are not followed.

III Offering Motivation to the Sales Teams: Sales is a certainly a high-pressure job that can easily lead to frustration and disappointment for the sales team. Sales training can provide an opportunity for managers to keep their sales team motivated toward reaching their targets or even more. By introducing fun team-building activities and morale-boosting workshops, managers can make sure their sales team does not lose focus on the organizational goals and the means to reach or surpass their determined targets. These sorts of activities and support approaches will likely reduce employee turnover and increase productivity.

IV Enhanced Product Knowledge: Information about the products that one is selling as well as those of your competitors is fundamental for a good sales outcome. A new salesperson needs to be well versed in the product or service that he/she is going to sell so that they can be better prepared to answer questions and determine if they are approaching the right prospects. A training program can provide all the information necessary about the products or services that the organization provides. Then the information can be passed on in an authentic and realistic manner, leaving no room for ambiguity or misinformation that might arise and cause the salesperson difficulties.

V Effective Soft Skills Training: The key to being an excellent salesperson boils down to effective communication skills and other soft skills that allow the salesperson to figure out how best to approach the prospect, grab their attention and ultimately complete the sale. Therefore, selling is both an art and a science as it involves both analytical and creative skills. By providing training in leadership, team-building, and communication skills, employees will be better equipped to showcase your companies’ products or services and employ their persuasive skills to convince potential customers that their product or service best meets the specific needs of that customer. In the end, this will ultimately help to complete more sales and thereby more revenue for the organization.

VI Ensuring High Business Values and Ethics: With increasing sales targets, there is always a risk of employees compromising on organizational business values and ethics. In order for an organization to succeed long term, it has to ensure that its employees follow the business and core values it espouses and this can be introduced and reinforced via an appropriate platform to effectively and positively deliver this key message to the sales force.

In summary, a sales training program provides the following advantages. It increases the efficiency, productivity, and creativity of a salesperson. It helps in accessing the abilities of a salesperson. And, last but certainly not least, it improves the organization’s ROI.

Finally, one can say that sales training is a most valuable investment that helps an organization remain sustainable and competitive for the long haul. It also motivates the team and helps them to remain current with the company’s products, market, core values, and competition.

5 Skills Necessary for an Effective Salesperson

December 18, 2014 by  

Effective salesmanship can be achieved by learning and implementing the skills required to retain and increase sales targets. So combine your energy and talents with these key skills and enjoy the outcomes.
1. Be authentic and honest about your product/service
Having confidence in your self is crucial. If you be true to yourself or believe in your product, you could lose your prospect before you begin. You need to have the persistence to gently convert the disinterest of a prospect into his longing by filling his/her need and solving their problems. If you fail to do this, you will not be closing many sales.

2. Speak Less, Listen More
No doubt a salesman is required to be a speaker, however listening will offer you a far better chance to discover what the prospect is looking for and then you can “spin your pitch” to fill that need. Ask relevant questions so that you can get to know the prospect by being a good, focused and engaged listener. When you do this you establish trust, respect and rapport, the cornerstone of long lasting and meaningful relationships…..key to every successful salesperson.

3. Perseverance
Do not turn away at the first no. Perhaps your prospect was not ready, or busy with something more pressing. Try to find out when would be a good time to call again. Benefits of a product or services are always more effective and enticing to a prospect than the features. So be sure to do your homework and know your prospect well.

4. Bond for a Cause
Building a strong, wide reaching network is essential for a salesperson so that they can extend their reach to a larger possible market. Networking regularly and effectively helps to build, nurture and maintain those important relationships.

5. Keep Learning New Sales Skills
Embrace a positive attitude toward learning new things. Be open to new ideas and theories as this will surely open new doors for you. Keep taking sales training to help you develop, improve and expand your sales skills.

It is never too late to gain new knowledge….if you lack a particular skill, you can always adopt it, practice it and then make it part of your strategies. Your most important asset is your attitude….keep it positive and you will be able to accomplish your goals!

To be an effective salesperson takes commitment, perseverance and a lot of preparation….follow the 5 suggestions above and watch for great results!

6 Tips to Closing a Sale

February 25, 2014 by  

One must remember that sales are not about you meeting targets or even precisely about your product or service per se. Rather, they are about gaining trust, respect and rapport with your prospect so that you can determine their specific needs. If you espouse the strategies outlined below you can expect to achieve more success in increasing your sales.

1. Do your homework!
Before you even make the call, spend some time researching the company or individual you are about to contact. It is not necessary to spend countless hours on this, simply find out enough so that you can speak intelligently about their possible issues.
2. Be punctual!
Never be late! If you say you will call someone at 11:00am, make sure you do so. Allow plenty of time for travel for face-to-face meetings with a prospect because you never know what you might find on the roads that could delay your arrival. Those Key Decision Makers are too busy to wait so be on time, it is a small thing but very important. In addition, be sure to reconfirm the meeting length as decided. Better to take less time with your discussion interview, then run over, which will also not make that busy person very happy.
3. Get to the point!
Don’t waste a lot of time on small talk or idle chit-chat unless your prospect initiates this type of conversation. Rather, get right to the reason for the meeting. Your prospect will respect you for your direct approach and it will do much to help you stand out from the competition. It also takes less time!
4. Recap!
Before you make your sales presentation, recap your understanding of the prospect’s situation, problems or concerns. By offering this short summarization of what you have learned, you clearly demonstrate that you have listened well to their issues. This will engage them, show respect and build rapport. In addition, it gives you the opportunity to modify the presentation if the prospect’s situation has changed since your last exchange.
5. Focus on them!
Remember this is NOT about you or your company; rather it is how your services or products are going to make their business more efficient, productive and successful. In other words, how you can solve their current problem or concerns. If they want more information about your company, client list, how long you have been in business or anything else, they will ask. So if you make sure their issues are the focus of your presentation, you will be more likely to make the sale.
6. Don’t overstay your welcome!
Make a concerted effort to keep to the allotted time frame for your meeting because most of the decision makers have very tight schedules and if you run late, you will be disrupting their already jam packed agenda. Again, if you can conduct your business in less than the allotted time you will impress your prospect and perhaps even provide them with a much appreciated break in their busy day. In addition, this consideration for their time will set you apart from other salespeople and once more enhance your chances for a successful outcome and the sale!

These six tips are imperative in building the trust, respect and rapport so necessary in developing and maintaining good business relationship with our customers. We still do business with those we trust; so practice these elements and you will surely make more sales!

6 Keys to Gaining the Trust & Respect of a Prospect

January 4, 2014 by  

In today’s extremely competitive business world it is becoming more and more difficult to stand out from the crowd and gain new prospects. However, there are a number of strategies you can employ to achieve this and start increasing your sales.

1  Do your homework
Before you pick up the telephone, spend a few minutes researching the company or individual you are calling. No need to spend hours on this, simply find out enough so that you can speak intelligently about their possible issues.
2  Be punctual
Never be late! If you say you will call someone at 2:30 make sure you do so. Allow plenty of time for travel when meeting face-to-face with a prospect. You never know what you might find on the roads that could delay your arrival. Key decision makers are too busy to wait so be on time, it is a small thing but very important. Also, reconfirm the length of the meeting as decided.
3  Get to the point
Don’t waste a lot of time on small talk or social chit-chat unless your prospect initiates this type of conversation. Instead, get to the reason for the meeting. Your prospect will respect you and you will stand out from your competition.
4  Recap
Just before you launch into your sales presentation, recap your understanding of your prospect’s situation, problems or concerns. This short summary demonstrates that you have a handle on their issues and immediately engages them. In addition, it gives you the opportunity to modify the presentation if your prospect’s situation has changed since your last conversation.  So listen carefully to what they have to say in case this will be necessary.
5  Focus on them
Rather than speaking about your company, client list, products and services, how long you have been in business or anything else that focuses the spotlight on you and your company, concentrate instead on showing your prospect how your product or services will help them and/or their organization. Prospects are not interested in hearing about you; they want to know how you can provide them with a solution to their current problem. So make sure this is the focus of your presentation and you will be more likely to make the sale.
6  Don’t overstay your welcome
Unfortunately, many sales calls and meetings run late which disrupts the decision makers already very full schedule. Just because you have 60 minutes allotted for your meeting does not mean you have to use it all. You will impress a prospect by wrapping up early and giving them a few minutes of free time

These six elements will help you gain the trust and respect necessary to help you complete more sales.