The modern business world is an ever-changing environment with continuous shifts in buyer behavior propelled by technological advances. This presents a challenge for even the most successful salespeople. To keep up, it’s essential to stay up to date on the latest selling practices and be open to learning new strategies. Here are some top inside sales training ideas to help you keep your team performing at a high-level.
HireDNA provides sales evaluations and training to Identify reps’ learning needs and empower them to sell effectively. Talk to an expert today.
Sales Rep Training Strategies
The modern sales environment is entirely different from what the industry looked like a decade ago. The dynamic nature of modern-day sales requires salespeople to be at the forefront of any development that can help them assess their prospects better and deliver a more customized experience.
This can only be achieved by implementing a thorough training program designed to address their specific strengths and weaknesses. Here are a few training tips that can help improve your sales team:
Start With A Sales Force Evaluation
To get the most value from your sales training program, you need to identify the areas that will be the most beneficial to target. A comprehensive sales force evaluation is essential to pinpoint performance gaps and limitations in your people, processes, systems, and management. With this knowledge, you can then build a custom training program to address those unique needs and your specific growth objectives.
HireDNA uses the Objective Management Group (OMG) Sales Effectiveness And Improvement Analysis (SEIA) for sales assessment, which has been used to evaluate over 1 million sales people. Results have included:
- 33% boost in sales productivity
- 33% more sales opportunities
- 25% top-line revenue growth
Modernize Your Training Methods
Your sales reps are busy people. When they are not glued to their phones talking to clients, they are prospecting leads, running demos and closing deals. Expecting them to take time out for mundane classroom training sessions will adversely affect their schedule and more importantly, their productivity. Coupled with how ineffective conventional training methods are, there is a need to modernize your approach to training and upgrade to an eLearning system.
There are various advantages to this. For one, eLearning has been proven to increase retention rates by as much as 60%. It also allows your team to consume training content according to their own schedule. Add in the ability to check-in on their progress, and eLearning emerges as the best way to train your salespeople.
At HireDNA, we offer clients access to the Rapid Learning Institute Micro-Learning Platform, which includes a digital library with over 100 modules focused on 10 key consultative selling strategies combined with real-world application, role play, quizzes, and more. Learn more.
Focus On Your Target Audience
Most organizations design their training programs to enhance a salesperson's selling skills instead of helping them develop a deeper understanding of your target audience and buyer journey. While improving individual skills is important, understanding prospects’ pain points, triggers, and how your product can help them is absolutely essential to closing more deals.
This is a crucial component of your sales strategy, as buyers are more likely to convert when their pain points are addressed. In fact, a Deloitte study discovered that 38% of consumers showed an instant desire to buy products that were personalized to address their issues, instead of generic sales pitches.
When designing your training programs, outline the key business challenges and highlight successful strategies for engaging with buyers. This will allow your sales reps to think like your buyer and help them to optimize their strategies.
Add Training Incentives
Adding an incentive is a great way to make sure your sales reps complete their training modules and make an effort to learn and apply new concepts. According to Harvard Business Review, incentives positively affect an employee’s decision to work harder in order to obtain an individual reward.
Increased concentration during training will not only help them become better, but by rewarding them with incentives, you will set a precedent for every sales rep to take their training seriously.
Emphasize On Demo Training
One key area that many sales reps need training on is the product demonstration stage. It’s important to tailor your entire presentation to fit the prospect’s business model and organizational needs, effectively highlighting your product as the solution to the obstacles they face.
Prepare your training sessions with success stories from outsiders, provide template slide decks to help them get started, and show them sample demos from successful sales reps.
After a few training sessions, you can even organize a test where you provide reps with a buyer profile and let them create a custom demo. This will give you a clear idea of how much they have picked up, while also allowing you to tweak your training strategy as needed.
Train Your Sales Reps For Increased Efficiency
Conventional training methods are ineffective and time-consuming. That’s where HireDNA comes in. We provide training content that is customized according to individual skill gaps for maximum increase in your reps’ strengths and productivity. Training is delivered through a proven micro-learning structure platform to help ensure your sales reps retain what they learn.
With implementation guides, personalized action plans, quizzes, analytics, and more, HireDNA provides comprehensive training programs that can help increase the quality of your sales team.
Why Choose Us?
- Our training methods result in 50% faster new hire ramp-up
- By identifying and rectifying skills gap, we can help you increase top-line revenue by as much as 25%
- Once equipped with the right skills, HireDNA trained reps find more sales opportunities by as much as 33%
Are you ready to train your sales team for enhanced productivity?