Effective Sales Training Techniques For Salespeople:
Motivation:
Without motivation there can be no learning at all. As a salesperson, you should recognize the need for proven and effective training; training that offers new levels of sales productivity.
Technique: Assess your current skills. Action Selling provides a Free Benchmark Selling Skills Assessment that assesses your ability in using the key selling skills that move the sale forward. These are the skills that drive sales success. The assessment clearly and accurately points out selling strengths and skill areas that need improving. When complete you'll receive detailed reports and recommendations on how to improve in each area. These documents will help focus your training and provide a benchmark level as you document your path to success.
Training: Develop your knowledge and use of the key Selling Skills that have the greatest impact on increasing sales productivity. All other sales training is incomplete without these included.
Technique: Participate in our "Open" Sales Training Workshop or a customized workshop at your location. Learn how and when to use these selling skills within a sales process that matches how customers make decisions. Those that master this process sell at a rate that is six times greater than those without training.
Reinforcement:
Without a system or mechanism that reinforces newly acquired skills, salespeople relapse into old, unproductive sales behavior.
Technique: Participate in follow-up reinforcement after training. As a participant of Action Selling training, you'll get reinforcement tools in the form of exercises, quizzes, videos and field work through the Action Selling LearningLink online sales training portal. Our on-going skill practice, exercises, coaching, and accountability will further equip you as you reach for your fullest potential.
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: Participate in Sales Certification. In addition to what has been previously mentioned, you will take a Selling Skills Assessment that measures both knowledge gained and your ability to apply the learning. This will be taken about 12 weeks following the initial launch of training. You and your manager will be given the assessment feedback as well as additional exercises and field assignments that will fill any learning gaps that are uncovered by the assessment.
Transference:
Transference is your ability to take what was taught and use it in your work-related activities. Obviously, this is the principal goal of training. There are three elements that are critical to transference:
Measure mastery of skills being taught
Practice learned skills in the work environment
Demonstrate newly learned skills in the field
Technique: Participate in training activities that help connect the learning to your work experience. Transfer is dependent on your attitude, the post-training environment and manager support. Our LearningLink will give you all the tools you need to unlock your sales potential.
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