7 Best Reasons To invest in Sales Training To Improve Selling Skills Faster

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7 Best Reasons To invest in Sales Training To
Improve Selling Skills Faster
The first question when considering Sales
Training is about the need for it. Management of
any company has to balance priorities and
distribute budgets for the organizations needs
and requirements.
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So let us first attempt to understand what it
takes to make an individual, team, or even an
organization better at selling. If we look at the
question from that perspective, then sales
training is clearly an investment that will pay
off with greater opportunities, higher sales
closures, and retaining existing customers with
lesser costs. Measuring sales training
effectiveness is important. Begin by assessing
the need for training. What are the goals that
have to be achieved through this particular
sales programme? The most common goal is to
acquire new customers or expand the market
reach. Or the product may have to be pivoted to
be sold at a higher (with greater profit) sales
margins. Sales are not just one activity. There
are many specific skills that go into converting
prospects into paying customers. Salespeople need
to understand potential prospecting,
conversation planning, relationship nurturing,
needs analysis and prioritization, problem
handling, purchase justification, consensus
building, and negotiation. To improve customer
acquisition, they have to be trained to prospect
activity levels, improve the quality of
prospecting customers, or even leveraging
referrals. There are different types of sales
performance optimization studies such as
product/ service training, target audience
profiling, marketplace training, CRM system
utilization, and sales skills. None of these by
themselves are enough. It seems logical that
skills training can have a strong impact on
skills, which will result in better performance.
Lets try and justify this position. We studied a
research report by CSO Insights called The
Business Case for Sales Training. CSO Insights
conducted research of over 2000 companies for
2015 Sales Performance Optimization and Sales
Management Optimization studies. The questions
were on the different types of training and how
they can have an effect on the bottom line of
any company small, medium or large. This
report also considered the strong impact of sales
managers who have undertaken sales training
programmes. The results were surprising! Data
suggests that only 9.6 of the respondents
answered that the training had exceeded
expectations, 33 said they met
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• expectations. But 53.6 of the responses
  emphatically claimed that their current sales
  training programmes needed improvement.
• Sales Managers have an enormous impact on any
  organizations ability to attract and retain top
  talent. New hires prefer to talk to them for
  knowledge, skills, and insights into the
  organization.
• Related Yatharth Marketing Solutions The Best
  Name for Sales Training Stream
• Here are some ways an effective sales training
  programme can have a strong impact on your
  organization
• Target Achievement
• Every company decides regular targets for
  individual salespeople, which together is the
  organizations goal. However, even when some of
  them are unable to achieve their quota, their
  targets still go up. The question is, how to
  ensure that the team is able to perform as a
  whole.
• Organizations with salespeople who are happy with
  their training have a higher rate of target
  achievement. If your sales team is functioning at
  a lower level than you had hoped, it is time to
  reconsider the efforts you are putting in to
  help them. Usually, employees do want to be good
  at their job. It is up to you to equip them with
  the right tools and techniques to help them
  achieve the targets you set.
• Better Results
• Another aspect where sales training is
  non-negotiable is when you realize that efforts
  with training have a much stronger closure rate
  than without. Companies who invest in effective
  sales training report significantly higher win
  rates than those whose training programmes need
  improvement.
• Fewer Lost Deals or No Deals
• When a customer is on track, everything will be
  on track. The salespeople know how to close the
  successful deals where the customer just wants to
  purchase the product or the service

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However, they also need to be trained to close
deals that are not going as per the script. They
have to be quick on their feet, and strong in
their responses. This is where strong sales
training programmes make all the difference to
how your organization fares in the market.

• Addressing Customer Needs
• Sales Training is crucial in helping salespeople
  get a proper understanding of customers. They
  have to identify the needs of the customer and
  address this need to make a sale. It is a proven
  fact that customers respond positively to sales
  conversations that are relevant to their
  problems.
• In the above mentioned CSO Insights report,
  results show that companies with sales training
  programmes that were rated exceeding expectations
  had better performance records than those that
  met expectations. Even more tellingly, they were
  considerably better than companies with training
  programmes that needed improvement.
• Lower Employee Attrition
• Organizations invest money and time in sales
  teams. The investment pays off when these teams
  deliver the results expected of them. But when
  the employees are demotivated, there are greater
  chances of them looking for

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• outside opportunities. High sales employees
  attrition is a great disadvantage to the
  organization.
• Sales Training is a great way to keep your sales
  teams engaged and productive. Timely help in
  making them achieve their targets motivates them
  to perform better. This way an organization can
  ensure that they retain their best employees
• Blog Post 7 Actionable Sales Techniques that
  Work Great in 2019!
• Coaching Greatness
• Any successful high-performance athlete will tell
  you that they could achieve their greatness
  through their careful coaching. Frontline sales
  managers are directly responsible for the
  performance of the team under them. But they too
  need to be taught the skills of team management.
  When they understand the complete sales process,
  they can deliver the requisite sales training
  outcomes.
• Research shows that companies with exceed
  expectations sales training programmes achieve
  their targets faster than those with met
  expectations programmes or companies with
  disappointing programmes.
• Team Training
• The team is always greater than the team members.
  When a team is working in tandem with the
  members, the results are considerably better than
  individual rockstars. Moreover, this reduces the
  burden on the team members, thus improving the
  productivity of the entire group.
• Sometimes, salespeople are caught up in the
  actual sale. They overlook the other aspects of
  the job i.e., the record keeping, making the
  notes of the sale. This can have a negative
  effect on the effectiveness of the group. Sales
  skills training will orient each member of the
  team to empower each other and bring out the
  best in everyone.
• CONCLUSION
• Companies that offer effective sales training
  usually focus on current and future performance
  improvement. The most in-demand skills are
  building relationships, identifying customer
  needs, and demonstrating value.

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When companies offer actionable sales training,
it leads to higher closure rates of sales
opportunities. Salespeople with actionable sales
training report higher levels of satisfaction in
their jobs, and thus less likely to quit the
organization. This has a positive impact on the
overall sales cycle of the organization. When
companies offer actionable sales skills training,
newer sales employees are able to start
delivering results faster. Source
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