Great sales training looks like …

b2b sales strategy saas startups

Great sales training looks like …
by Josh Lowry

Attracting, developing and retaining the best salespeople possible is key to long-term business success and faster revenue growth. Part of developing great salespeople is training them. In fact, training is often the easiest, most cost-effective way to improve performance. It also helps ramp new hires faster. What does great sales training look like?

  • Avoids one-hit wonder programs that lack regular follow through.
  • Contains content that includes real-world customer and sales scenarios versus “marketing fluff.”
  • Implements programs (e.g., product boot camps) that end with certification and require regular re-certification.
  • Involves role playing exercises with real-time feedback from managers, peers and/or trainers.
  • Is an on-going, consistent format.
  • Makes new hires re-engage “dead” opportunities for real-world practice before calling “live” prospects.
  • Uses development and knowledge requirements for internal career and promotion progression.

Role playing is often the best form of sales training. It allows sellers to practice their knowledge, skill and technique without having to do so in front of real-life prospects or customers. Managers should challenge sellers during role playing (like tough customers do) without making it so hard for people that they get frustrated and stop learning.

If you currently do not have a development or training program in place, it is probably not happening as much as it should. The quality of your salespeople and their training is what will eventually make or break you. Commit to investing in their success as much as you expect them to invest in the company’s success.

All contents copyright © 2013, Josh Lowry. All rights reserved.


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