9 Sales Training Tips for 2020 - PowerPoint PPT Presentation

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9 Sales Training Tips for 2020

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Training is not a one-size-fits-all thing. Salespeople need specific training depending on their level of expertise, industry backgrounds, confidence and more. And training should never stop. Knowledge and understanding of doing things differently are critical to high-performing salespeople. – PowerPoint PPT presentation

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Date added: 22 January 2020
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Title: 9 Sales Training Tips for 2020


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9 Sales Training Tips for 2020
Training is not a one-size-fits-all thing.
Salespeople need specific training depending on
their level of expertise, industry backgrounds,
confidence and more. And training should never
stop. Knowledge and understanding of doing things
differently are critical to high-performing
salespeople.
Below weve outlined a mix of 9 top sales
training ideas you can implement now.
1 Knowledge sharing sessions
Speaking to Sales Directors, one of the biggest
pet hates must be when salespeople are good at
actual sales, but have no idea what is happening
in the industry they are selling in. It means
their performance is hindered by a lack of
credibility. Try knowledge sharing sessions
amongst the team and encourage every
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salesperson to sign up to industry news, listen
to podcasts and set up Google Alerts on industry
topics. The more knowledge each salesperson
builds, the better the conversations they can
have with prospects.
2 Objection handling exercises
Dealing with objections can be tough work. It
can be made easier if you hold training sessions
where your team shares their war stories of every
objection they have heard (basically, why someone
wouldnt want to buy from you) and how to counter
it. If you know what objections come up, you can
learn what the most convincing counter to each
objection is.
3 Failure panels
Salespeople shouldnt be afraid of failing.
Getting someone to spend money is a tough
business. Failure panels teach salespeople to
embrace their lost deals and explore where it
went wrong and why. And, doing so in front of
peers gives the rest of the team the opportunity
to learn from the experience and share insights
into how they may have done it differently.
4 Call recording sessions
If youve got some top performers, get your
lower performers to listen to some of their call
recordings to see how they do it. Alternatively,
host sessions where random calls are chosen and
the team dissects it what was good about the
call, what was bad, what could have been
delivered differently, etc.
5 Buyer persona workshops
Does your sales team truly understand the people
you sell to? Buyer persona workshops, in which
you go in-depth into a specific person (for
example, an IT Director), are a good way to get
your team up to speed on the personas
challenges, needs,
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business priorities, media consumption, decision
making power and more. Mix it up by getting your
salespeople to present back to you their
learnings.
6 Shadowing
Shadowing is simple, focusing particularly on
new hires. What you do is pair a new hire with a
more experienced salesperson and the experienced
salesperson can show the other the ropes. It
gives your new hire a good chance to see sales
in action, as well as show them what good looks
like.
7 Internal prospect calling
Get one salesperson to act as the prospect and
one salesperson to call them. Practice makes
perfect so doing this gives your salespeople a
chance to go over scripts, answer objections,
grow in confidence and learn from others. Make
sure the salesperson acting as the prospect plays
devils advocate to see how they handle a bit of
pressure.
8 Sales playbook quiz
Does your sales team know your processes and
playbook like the back of their hand? Time to
find out. Give your team a day or two to learn it
and then have some fun by quizzing them on
processes, what to say in certain situations,
customers, price points, CRM tasks and more.
Reward those who do well and get the ones who
dont perform well to go back to the drawing
board. A sales playbook should be taken seriously.
9 Pitching competitions
If you want to make your training competitive,
turn it into a friendly pitching battle. Pair two
salespeople against each other, give them
relevant things to pitch and vote on who pitches
it the best within a certain timeframe. It gets
your team thinking
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outside the box, improves pitching under
pressure and helps them get to the point quicker.
And there you have it. 9 sales training ideas to
get started with immediately. Time to put your
team to the test.
Original Source- Sales Training Programs
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