Training Your Sales Force for Success
February 2018
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Training Your Sales Force for Success
Give your team the tools they need to promote your business

Whether your business is just starting out or is a bit more established, sales are what keep your doors open. If you have a dedicated sales team that helps you discover new patrons and grow your customer base, it’s important that you make sure they are set up for success. Making a couple of these small investments early on will help your enterprise in the long run.

Give them a buddy

The team at Entrepreneur rightly says that sales is an exciting and fast-paced field, but when you start off in your career, it can be pretty intimidating. That’s why Entrepreneur recommends using a buddy system for your new sales hires, pairing them with more experienced sellers for an introductory period. This will make it easier for your employees to ask questions amongst themselves and become confident in their roles. This assurance will help them present a better face to your possible customers and let them know they are in the right hands with your business.

Learn from the best

To develop your sales training program, look to the leading methodologies out there to get started. Emma Brudner of Hubspot says that the top three sales approaches are SPIN Selling, N.E.A.T. Selling and Conceptual Selling. Not all of them are one-size-fits-all techniques that will work with your product or service, but most of them provide great ideas you can pass on to your employees.

Know the product or service

If you were asked to explain a device you have never used before, it might be difficult to answer questions about it. That’s why the Houston Chronicle’s Maggie McCormick recommends giving your sales force hands-on training with whatever they are selling. For example, if you sell a piece of software, your team should know how to use it and apply it in their daily life, if possible. Not only will your employees know how to show off your product or service well, but they will be able to tailor their pitch in the best way for each customer to interact with it.

Use examples

It’s no secret that internal training sessions are rarely the most entertaining part of your career. When you are putting together your training sessions, work hard to make them as engaging as possible. One way to do that is to make them more interactive. The team at Quickbooks suggests using case studies after you go over a sales concept to demonstrate how what they just learned can be applied in different situations. If you’re feeling particularly adventurous, you can give them ways to apply their training on other non-sales employees in the office to see if they can successfully use their new skills.  

Pay attention

After training is over, your sales team should have regular one-on-one meetings with you or their own supervisor, depending on the size of your company. This will give them an opportunity to ask for clarification on any procedures or products and receive feedback from you for improvement. These sessions will also help you identify any weak spots in your training to improve for next time.

If you train your sales staff well, your company will have what it needs to grow and improve. Consider using some of these strategies to prepare your employees for what lies ahead.


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Published by Heritage Bank of Nevada
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Disclaimer - All content contained in this newsletter is for informational purposes only and should not be relied upon to make any financial, accounting, tax, legal or other related decisions. Each person must consider his or her objectives, risk tolerances and level of comfort when making financial decisions and should consult a competent professional advisor prior to making any such decisions. Any opinions expressed through the content in this newsletter are the opinions of the particular author only.
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