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Training Techniques - For Managers |
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Sales Training Techniques: |
Effective Training Techniques - For Sales Managers |
For Salespeople |
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Effective Sales Training Techniques For Sales Managers & Coaches:
- Motivation:
There is no "quick fix" sales training technique that permanently changes salespeople's behavior. What is needed is a long-term commitment to motivating and training your team. Without motivation there can be no learning at all. If the experienced salesperson does not recognize the need for the information, the sales training effort will be in vain. How salespeople perceive the rewards of learning form the basis for the motivation to learn. Heightening the salesperson's performance expectations can have an impressive effect on their achievement in learning.
Technique: When salespeople are made aware that their learning will be assessed, their motivation to learn as well as their ability to transfer learning will be enhanced. In other words, "what gets measured gets learned." Action Selling provides a free Benchmark Selling Skills Assessment that clearly and accurately points out selling skills that need improving and gives recommendations on how to improve them. This assessment gives the sales manager a clear understanding of the need for training and of the potential improvement the sales team will experience after training. It also provides an ROI calculator that estimates revenue gains as the result of training.
 Have your team take the Benchmark Selling Skills Assessment.
- Training:
Most sales training is incomplete and fails because it does not include the key Selling Skills that make the greatest impact on gaining agreement with customers. Training must first focus on these skills.
Technique: Develop your knowledge and use of the key skills that have the greatest impact on increasing sales productivity. Participate in our "Open" Sales Training Workshop or a customized workshop at your location. Action Selling will teach you how and when to use these selling skills within a sales process that matches how customers make decisions and give you a common sales environment that uses language and procedures that are proven to move the sales process forward. Those that master this sell at a rate that is six times greater than those without training.
Read more about our Sales Training Workshops.
- Reinforcement:
Follow-up reinforcement after training has proven to prevent relapse into old behavior. Reinforcing behavior change starts in the classroom by creating an awareness of why certain behaviors need to change. In addition, it is particularly helpful when the manager of the salesperson did the follow-up as it signaled to the salesperson that the transfer of learning is important and that the salesperson will be held accountable for Sales Certification.
Technique: Provide field managers with reinforcement tools in the form of exercises, quizzes and field based homework. If they have remote salespeople that report to them, provide them with online training capabilities for conducting the reinforcement and reviewing the exercises, quizzes and homework. The Action Selling LearningLink provides this online sales training. Through consistent reinforcement, coaching, practice, accountability, and field level exercises, students can further develop their new sales skills online and become further equipped to perform as an Action Selling Certified Sales Professional.
Register for an Online Sales Training LearningLink Demo.
- Retention:
Studies of retention demonstrate the impact of training that lacks a systems approach to reinforcement and learning transfer. Without these elements, 87% of learning is forgotten in only 30 days following the training event. Similar research indicates that even though the reactions of salespeople were positive to the training, no differences were observed in the behavior of trained groups and non-participants without a systematic approach to post training follow-up.
Technique: In addition to what has been previously mentioned, provide a skills assessment that measures both knowledge gained and the salesperson's ability to apply the learning. Do this about 12 weeks following the initial launch of training. Give salespeople and their managers the assessment feedback as well as additional exercises and field assignments that will fill any learning gaps that are uncovered by the assessment. The Action Selling Sales Skills Certification Demo provides an overview of training and post training follow up as the student progresses toward mastery level.
Register for a training/post training Sales Certification Demo.
- Transference:
Transference is the salesperson's ability to take what was taught and use it in their work-related activities. Obviously, this is the principal goal of training salespeople. There are three elements that are critical to transference:
- Salespeople must have expectations of follow-up activities and assessments that measure mastery of the skills being taught.
- Training must allow the salesperson to immediately practice the skills in their work environment.
- Managers must require them to demonstrate the use of the knowledge in the field.
Technique: Training activities that help make the connection of the learning to the work experience are effective. However, transfer is dependent on the post-training environment and manager support is considered a key environmental factor that impacts the transfer process. Therefore, managers must be provided with information and training on how to respond to each salesperson's educational needs. They must be provided with the tools that will help their salespeople achieve mastery of the skills being taught. The Action Selling LearningLink gives managers all these tools helping them unlock each salesperson's potential.
Read the "5 Secrets to Record Breaking Sales" Sales Training Article.
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Find Out More:
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Talk With A Trainer
For immediate answers to your questions, please call 1-800-232-3485.
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