Make Sales Training a Top Priority and See Measurable Results
June 13, 2017
Sales Training: The Secret To Building A Successful Sales Team.
Are you not seeing results from your sales teams? Are you tired of underperforming sales reps? Do something about it and boost your team’s performance with ongoing training!
Constant training is one of the most effective ways to push your reps to new heights. Regular training sessions encourage both individual and team growth while increasing revenue.
If sales reps lack training, they bring no value to your team. If the onboarding process is not well defined, reps are not going to be successful, which will cost your company money.
Did you know companies with a training retention plan have 31% more sales reps reach quota than the industry average and a 10% higher year-over-year increase in corporate revenue?
3 Ways To Help Maximize Your Sales Team’s Potential With Training
Find what works & set training processes in place
The ability to introduce new employees to a proven training program reduces wasted time. So, first things first, start at square one. You must measure all of your team’s call activity accurately. By examining all sales behaviors, you can identify which ones generate the desired outcomes.
These activities include:
- Number of calls a rep makes daily
- The length of conversations the rep is having with a prospect
- Conversation outcomes
- How many appointments are booked
By looking at these components, leaders can uncover best practices and quickly identify underperformance. Using the behaviors of your most successful reps to set the standard for the new employees is a great way to do this.
Sales training can be the difference between another lousy month in sales to crushing quota. This is why it is vital for companies to invest in smarter training programs. Investing smarter will not only push the business forward but will cultivate an environment of accountability.
Set the expectations
After you uncover the behaviors that are driving success, set the proper expectations.
Make sure your team understands what exactly is expected of them. This definition of success should be consistent and understood by all team members.
This isn’t a one-way street though. Expectations go both ways between manager and rep. For example, if a rep is not setting any appointments but making the required number of calls a day, it is up to the manager to provide coaching to boost performance.
The only way to success once the expectations are set is to work as a team.
Put the team first
Team building activities are another crucial component of developing a coherent sales team. It can work to help team members of all experience levels. Friendly competition allows managers to see how well each of their reps are performing.
At Gryphon, the goals of our team building exercises are to inspire our sales team. We aim to deliver tangible results as well as develop strengths and address weaknesses.
To achieve this, we have established both individual and team goals. If goals are met within a certain period, prizes are awarded. This approach empowers the individual to not only achieve personal success but to drive toward the greater, company-wide goal.
Are you a sales manager looking to improve your team’s performance? Check Out This 1 Minute Video To Learn More!
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