Sales training plays a key role in sales effectiveness. It helps transform the average salesperson into a good one and makes the good ones great. It an important element when it comes to enabling your sales teams. But, did you know that sales training is also the big grey area of sales enablement? In fact, the gap is so huge that less than 20% of organizations are happy with their sales training effectiveness. Our blog this week offers some pointers on how you can boost the effectiveness of your sales training process.
Well-structured training materials
The structure of your sales training curriculum matters a lot. Information must flow naturally and freely so it is relevant and easy to absorb. The training materials should be easy to access so your salespeople can reference them as need be. Your training programs must focus on making sales success repeatable. Sales training playbooks can help you achieve this objective.
Reminders and suggestions
In most organizations, training materials are created, but not really referenced. Salespeople are often too busy selling to set some time aside to browse through new training documents. Sending out reminders is a good practice so they don’t miss out on anything.
(Learn more in the upcoming Mindmatrix-SiriusDecisions Webinar on April 16th! Register now!)
Scoring and certification
It is a good practice to conduct tests based on your training materials and provide scores or certificates to your salespeople based on the results. This can be a criteria to evaluate the engagement level of your salespeople as well.
Feedback
Don’t forget to gather feedback on your training programs. For your training programs to be successful, it should capture your salespeople’s attention. It must be interesting, truly value adding to them, easy to access, understand and implement. In order to create this kind of a training program, you need constant feedback from your salespeople.
Interested in learning more?
Don’t miss our webinar with SiriusDecisions’ Peter Ostrow next Tuesday! The webinar, ‘Four Must-Haves for Winning in Sales Enablement’ discusses how high-performing organizations differentiate themselves from everyone else when it comes to sales training and other sales enablement elements.
Webinar: Tuesday, April 16, 2019 01:00 PM ET / 10:00 AM PT
[ninja_form id=25]
