Businesses can get up to 353% ROI from effective online and onsite sales training programs according to Task Drive. So, sales training is one of the best investments that your company can make.
With the right programs, you can steer your business on the path to greater success. That brings the question, how do you get your programs up to scratch? Let’s explore some tried and tested tips to improve your sales training.
Determine your training needs
Hammering your training where it’s needed most is likely to bear more fruits than using a wholesale approach. So, it’s important to have a clear view of your training needs before you roll out your programs.
You can start by assessing your broader KPIs such as revenue to get a rough idea of what you may need to include in training.
Then fill in the blanks using more specific metrics. For instance, measure metrics such as:
- lead-to-customer conversion rate
- sales funnel leakage
- average deal size
Also, hear your team out to get insights into problem areas. When you know which areas your reps struggle with, you can decide where to throw more effort.
Make learning interactive
If the program is dull and ineffective your reps will tune out through most of it. So, ignite your team’s desire to learn by shaking things up with interactive learning methods. Consider using techniques such as games, stories, and both onsite and online simulations to spice up your training.
The excitement and fun of interactive learning can make the programs more engaging and motivating. In fact, statistics compiled by Research.com show that interactive learning improves engagement by at least 50%.
Your reps can also grasp new knowledge and master new abilities faster. In addition, interactive learning gives salespeople a chance to get enough practice in a lower-pressure environment.
Keep the program fresh
Nothing is set in stone when it comes to the sales industry. Markets and technologies evolve, and customers change.
Learning new strategies can keep your team engaged. According to Nimbly Technologies, for every five-point rise in employee engagement, companies can see a corresponding three-percentage-point jump in revenue. Research by Deloitte also shows that higher levels of engagement cause an 87% boost in employee retention.
Also, being known for your dedication to employee development can help your company attract and retain the best talent.
Reinforce your training
Complementing your sales training with ongoing support can help you build a stronger team. Echoing what learning experts say, newly acquired knowledge is prone to seeping away as soon as it’s acquired unless it’s reinforced.
So, focus on reinforcement to avoid hot new knowledge from fizzling out before your reps can put it to use. Regular reviews, quizzes, and onsite practice sessions can shore up learning, helping your team stay on top of targets.
Post-training sessions are more likely to be effective if you schedule them at regular intervals. That said, it’s important to avoid going overboard with the number of sessions and to keep meetings short and sweet. Cutting into your reps’ already busy schedules will likely reduce buy-in and attendance.
Tailor your training to different learning styles
According to Indeed, people are more likely to process and retain information when it’s presented in their preferred learning styles.
- Visual learners grasp better through observation. Methods such as infographics, charts, and reading material work best for this group.
- Auditory learners resonate with what they hear. So, they often prefer discussions and sound-based methods such as recorded lectures or podcasts.
- Kinesthetic learners lean towards tactile materials. Allowing them to tinker with tools and get hands-on practice, for example, through simulations typically brings the best results.
So, it’s important to tailor your workplace sales training to all types of learning styles. Varying your learning activities can help keep your entire team engaged and improve the effectiveness of your training.
Developing strong online and onsite sales training programs
A solid sales program can buoy your business, so take the time to research and know which areas to focus your training on. Once your training is up and running, regular updates, fresh content and a variety of learning methods can keep it going strong. Remember to regularly reinforce everything that your reps have learned so that concepts can sink in.