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Sales Training Effectiveness - Best Practices

Welcome to the presentation on Sales Training Effectiveness - Best Practices.1Sales are the Key Component for Revenue Generation in any Organization.

Sales are the key component for revenue generation in any organization. People involved in sales need to be proficient in their work to maximize returns for the company.2Effective Training to Sales Personnel is Very Important.

Therefore, it is important to provide effective training to sales personnel.3Contexts For Sales Training Being Mandatory

But first we need to understand when the need for training arises. Here is a list of contexts when sales training becomes crucial.4Company Size and Growth PotentialNew employeesNew markets

When a company is expanding its sales force, training helps them become productive quickly. Similarly, when a company is expanding into new markets, training that educates sales people about the target market is essential to better penetrate the market.5Sales Challenges such as:Difficulty in getting new clients & expanding businessAbsence of strategic focus among sales peopleLack of alignment between marketing & sales

Getting new clients & expanding business is a challenge that most organizations face from time to time. Absence of strategic focus by sales people & lack of proper alignment between marketing and sales are considered hindrances to a firms growth. Training can help to realign and emphasize the strategic focus of management and provide direction to the sales force.6Sales Solutions to :Frame a new sales or marketing plan.Integrate sales & marketing to achieve desired objectives.

Sales training can be conducted whenever there is a need to frame a new sales or marketing plan. The training should effectively integrate sales and marketing to achieve desired objectives.7Sales Strategies for :Product rangeProduct distribution channelsChannel partnersMarket dynamicsPricing parameters

Sales strategies are affected by many parameters such as product range, product distribution channels, channel partners, market dynamics, and pricing. Even if there is a change in one factor, sales strategy may need to be altered in response to the change . This can be communicated to sales personnel through effective sales training.8Sales Analysis :Who has the authority & desire to buyAnalyzing client mindset & so on

Sales analysis involves, analysis of various factors such as: who has the authority and desire to buy, how to analyze the client mindset and what the requirements of a sales call are, and so on. Sales force needs to be trained in these areas to achieve the desired results and to fulfill company goals. 9Sales Executives Need to be More Aggressive, Enthusiastic and Action Oriented to get Better Results.

Sales executives need to be more aggressive, enthusiastic and action oriented to get better results. Sales training motivates them and helps them develop these qualities.10Best Practices to Conduct Sales Training Effectively

Some of the best practices for effective sales training are listed below:11Dont Dump Unnecessary Information on Sales People

Dont dump unnecessary information on sales people in the training meant for them. As lot of theory is involved in different sales processes, it becomes tough for them to assimilate all the information. So, try to draw a line between what is needed and what is not when the training is planned.12Focus on Benefits

Focus on the benefits offered by the products along with detailed explanation of various features.13Implement Your Sales Training Using Blended Learning Which is a Combination of Classroom Training and Online Training

Implement your sales training using blended learning. Classroom training helps to practice simulated client interactions and to gain experience in tackling objections in a sales process. However when vast information needs to be quickly browsed through, bite sized information can be provided to executives through online training. 14Mobile Learning

Most of the sales people spend their time in client meetings or in travel to reach clients. It is sometimes tedious for them to carry laptops wherever they go. Use mobile learning to provide effective sales training whenever required.15Create Podcasts

Create podcasts of motivational sales talk. They can energize the sales executives and can be played and viewed easily, even when on the move. 16Use Real Time Data

Use real time data to inform sales people about price changes, market shares and other related information. This will help in improving sales. 17The World of Products is Witnessing Everyday Changes

The world of products is witnessing everyday changes which impact the type of sales training companies need.18Organizations are Adopting Innovative Solutions to Train Their Sales Staff

However organizations are adopting innovative solutions to train their sales staff in order to keep pace with changing markets.19Sales Training that Does Not Deliver

Sometimes, sales training fails to deliver the desired outcome. Here are some of the possible reasons.20Conducting Motivational Talks Rather than Sales Training

As a part of sales training, if sales people are only made to listen to motivational talks from the top level management or external trainers, it may not be of use in the long run. The trainees may be motivated somewhat by the talks but to be effective in their jobs, they need to possess basic skill sets like communication skills, interpersonal skills, selling skills etc. Motivational talks can only be a small part but not the whole of the training curriculum.21Delivering Entire Training in Limited Time

Due to fast paced life style and stiff competition in business, companies feel pressurized to keep their training sessions short, thereby attempting to save time and money. This kills the very purpose of training, with the learner unable to grasp or handle such a huge load in a short time. Despite best efforts, knowledge gained will not be effectively transferred on to the job.22Ignoring the Potential of Blended Learning

In case of blended trainings, organizations need to segregate training content based on the medium. It requires careful planning to decide what content can be delivered in the classroom and what should go into online training. As a result, it is considered easier to stick to just one mode of training, which actually deprives employees the benefits of the blended approach.23ConclusionSales Training Should be an Ongoing Process. By Making Sales Training Continuous, Companies can Avail the Returns in the Form of Improved Revenue Generation and Enhanced Customer Satisfaction.

Sales training should be an ongoing process. By making sales training continuous, companies can avail the returns in the form of improved revenue and enhanced customer satisfaction.25"An Organization's Ability to Learn and Translate that Learning into Action is the Ultimate Competitive Advantage." Jack Welch

According to Jack Welch an organization's ability to learn, and translate that learning into action, will prove to be the ultimate competitive advantage.26To read articles on similar topic, please visit blog.commlabindia.com

To read articles on similar topic, please visit blog.commlabindia.com27Thank You

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