What Should be Included in Sales Training?

Can you think of any profession that doesn’t require any training? 

Surprisingly enough, many people think that those who pursue a career in sales don’t require much training. This type of thinking is rooted in the belief that the ability to sell is largely about talent. They believe that successful salespeople have personal traits that make them successful. 

Were you born with the ability to sell?

People with certain types of personalities indeed gravitate towards sales. Still, it is wrong to assume that only a small group of people are inherently destined to become top-tier salespeople, and that couldn’t be further from the truth.

Let’s consider “The Extrovert Myth.” 

Extroverts are people with very outgoing and energetic personalities, whereas introverts are quiet and reserved. It was widely believed that only extroverts could become prosperous salespeople. But a scientific article published in Psychological Science found that extroverts generate less profit than introverts. 

After observing the behaviours of 800 salespeople, a study by the Harvard Business Review reported extroverts to be the least effective in getting people to buy.

This means that, with the right sales training, mediocre become mighty. 

We are established experts in the sales field. We offer custom sales training in Melbourne, Brisbane, Sydney, and beyond. Contact us for a complimentary consultation! 

Before we tell you what sales training programs should include, we need to establish why sales training is necessary in the first place.

The Purpose of Sales Training

Your organisation’s mission statement is vague, unclear, or uninspiring. It isn’t enough to just open the doors and wait for customers to pour in. Today’s businesses are multilayered with many moving parts. A company’s statement of purpose or philosophy is the glue that holds everything together; it guides the team’s actions and lays the foundation for goal-setting. Without articulating an overarching philosophy, how can customers understand what a company stands for? After all, your brand’s image and how you communicate the message behind that image is what will draw prospects in or repel them away. A sales trainer will help you focus on defining your goal and communicating your vision to others.

You’re ready to take your team to the next level. If we strip sales down to its core, it’s all about getting the customer to say “yes!” People unfamiliar with the sales process will say that just a bit of sweet talk is enough to close a deal, and that doesn’t require a lot of skill. Sales trainers will help strengthen your team behind the scenes so that they can approach clients with confidence. Cold calling, building relationships with prospects, speaking in public, and handling objections are part of a skill set that your team needs to constantly update. 

You want your profits to skyrocket. You have a solid business and a team of competent salespeople on your side. Still, you want to dominate the market, elevate your brand, launch your team into world-class status, and watch your profits grow astronomically. There are two problems you are bound to run into. 1) No idea where to begin or 2) Nothing seems to work. Sales trainers will guide you through a professional metamorphosis by listening to your concerns and offering solutions for your unique situation. If multiple changes have been implemented with no visible results, sales trainers can help identify any incompatibilities, shortcomings, or gaps.  

Our GapAttack® approach has proven to be an extremely effective method in identifying any given business’s specific needs. The findings from our GapAttack® session with you will shape and guide the type of sales training that we recommend for your company. Our sales training in Brisbane and beyond will help you develop every aspect of your business, so call or message us for an obligation-free chat. 

Now that you know sales training will boost your business let’s look at the different types of training programs. 

Types of Sales Training

Sales training delivery typically falls into two groups: in-person and online. In-person sessions involve gathering your team in a location that functions as a classroom with a sales trainer physically present. Online sales training is a webinar led by a sales trainer with your squad in virtual attendance. At times, sales training is a combination of both. 

Here are some pros and cons to consider when deciding which type of sales training method works best for you and your team. 

In-person Sales Training

Pros

Cons

Suits some learning styles A suitable space may be difficult to find
More opportunities for networking Exposure to communal illnesses
Fewer distractions More expensive

Online Sales Training

Pros

Cons

Cost-effective Limited interactions
Engaging modes of delivering content Heavily dependent on technology
Social distancing is possible More distractions

Both modes can be highly beneficial, but only if done right.

Don’t gamble on this. Talk with a professional to ensure you aren’t wasting valuable company time (and money) on weak sales training that doesn’t meet your requirements. Here at Dynamo Selling, sales training runs in our blood!  We are here to listen and answer any questions you may have.

Top 10 Topic Sales Training Should Include 

1. Communication skills.

Without the ability to communicate, your business, team, and clients will suffer. An effective sales training program must include ways to improve communication in a variety of situations.  For example, your team will learn what to say during a cold call, how to pitch to prospects, and communicate effectively with teammates. 

2. Performance management.

You want to be successful, but can you see actual improvement? How would you measure progress? Sales training includes various metrics to measure success. Training should also have lessons on appraisal systems, feedback channels, and methods of crafting, defining, and explaining roles and responsibilities. 

3. Leadership guidance.

Imagine a sports team without a coach; do you think they would be capable of winning a championship? Every successful team has a skilled leader guiding the team towards victory. Therefore, leadership topics are an essential aspect of any sales training. This includes characteristics of a great leader, receiving and giving feedback, and coaching/mentoring individuals.

4. Building relationships.

Selling is about relating. The customer should be able to connect to the product or service and the salesperson. Therefore, sales trainers should emphasise the importance of creating and cultivating a connection and relationship with the customer. This translates into learning new interpersonal skills and how to master the art of conversation, presentation, and negotiation

5. Active Listening.

If you don’t fully and truly understand a prospect’s needs, you won’t be able to close the deal. They will become convinced you are simply trying to sell to them rather than help them. A potent sales training program will teach your team how to actively listen and formulate a proposal that solves their problem. It’s no secret that clients who feel valued become loyal customers. 

6. Overcome obstacles.

There are two types of obstacles that salespeople experience: internal and external. Internal obstacles consist of confidence issues, mental overload, and burnout, while external obstacles are customer objections, inadequate resources, and lack of support. Choose a sales training program that will tackle these tough topics head-on. 

7. Psychology of Sales.

Advancements in modern science have led to groundbreaking findings in the field of sales psychology. Countless sales companies have turned to neuroscience to gain a better understanding of what drives people to buy. At Dynamo Selling, we have pioneered a new approach called Neuro-Selling Techniques® (NST). It is vital that all sales training feature up-to-date scientific evidence, psychological studies, and research-based skills.

8. Advanced techniques.

The internet is filled with list after list of sales strategies. Why pay for information that you can find online? Simply collecting concepts or memorising random tips won’t translate well into the real world. Impactful sales training programs feature techniques that have real-life applications and proven rates of success. 

9. Relevant themes.

We can all remember a time when we sat through a boring class and thought, “I am never going to use this information!” Stay away from cookie-cutter programs that don’t take your requirements into account. The right sales training is relevant to your business needs and applicable to your specific situation. 

10. Opportunities for questions.

The worst type of teacher loves to hear themselves speak and won’t give anyone the chance to comment. Your team will learn just as much by asking questions as listening. Although this point may be simple, valuable sales training programs have plenty of time for questions. Moreover, elite sales trainers welcome and encourage lively debate and discussions. 

Need a sales training program that checks all the boxes above? Look no further! Here at Dynamo Selling, we provide custom sales training based on the latest research. Our sales trainers are the best in the business and will no doubt engage and elevate your team. Call or email us today!

Start your Sales Training Journey Today

We covered the essentials of sales training. But ultimately, the best sales training programs connect, inspire, and make attendees happy. You could spend hours scouring the internet for sales training that includes all ten components listed above. Or you could connect with our professionals with a single click. Contact us now for sales training in Brisbane and beyond!

What is the Greatest Strength You Can Have as a Salesperson?

Let’s play a quick game.

It’s called “word association”, and it’s pretty simple. I say a word, and you blurt out the first word that pops up in your mind. Are you ready? The word is

… salesperson.

What were some words that your mind unconsciously associated with the word “salesperson?”

Motivation? Selling? Talkative? 

Think about the first word you thought of and why it was at the forefront of your brain. 

One reason may be popular culture. We are bombarded with characters who portray salespeople in movies, television shows, and pictures, and all these images influence how individuals and society see people in the sales profession.

Sure, there are some negative portrayals of salespeople. You’ve probably seen the cunning, slick-haired salesman with a mysterious suitcase wearing a cheap suit cheating a trusting family out of their entire life savings character. 

Cue dramatic eye roll.

Bad apples can be found in all professions. For example, there are corrupt police or evil scientists in films, but we don’t believe that all police or scientists are bad; we maintain the belief that those people and their services help more than harm. 

The same applies to the sales profession.

In fact, we cannot help but admire salespeople. They possess unique talents, never-ending charisma, and infectious energy not typically found in other fields. 

It’s safe to say that salespeople possess a wide variety of strengths and capabilities. 

But which strength is the most important? Are these strengths applicable to today’s market? Can these qualities be developed through sales courses, or are certain people just born to be great?

We have the answers! At Dynamo Selling, we specialise in sales courses that develop the “person” in “salesperson.” Give us a quick ring or shoot us a short message!

Can strengths be taught to a salesperson?

What would you say is your greatest strength?

Do you believe that you were simply born with it, or did you have to work hard to acquire it?

There is an ongoing debate happening in the sales world about whether successful salespeople are born or made. 

According to the Harvard Business Review, an estimated 70% of salespeople are born with “natural” instincts that translate into huge success compared to 30% of self-taught top performers.

However, research published in the Journal of Business & Industrial Marketing found no link between a salesperson’s “biologically based traits” and career.  Rather, they emphasise candidates who possess the “right” traits。

Whether you’re a salesperson, sales leader, or business owner, there is a list of traits and strengths that you believe all salespeople should have. 

These strengths are crucial because they directly impact your company’s:

  • Revenue 
  • Growth
  • Brand
  • Market share

After years of experience in the industry, we have created a series of engaging, research-based sales courses designed to deliver results. Help your team realise their potential and grow all aspects of your business. Contact us today! 

Now, let’s look at the top twenty traits and strengths that each salesperson should have. 

Top 20 Strengths a Salesperson Needs to Succeed 

1. Time management.

We can all agree that deadlines aren’t our favourite aspect of the job, but they are a necessary evil. Excellent time management has become an important skill for a salesperson to meet all deadlines and avoid procrastination. Plus, if you keep your leads waiting, you’ll miss out on valuable sales opportunities.

2. Organisation.

Have you ever been around a person whose brain seems to be in disarray? Papers everywhere, dishevelled clothing, messy hair. Being organised physically and mentally are strengths that will make your professional life much easier as a salesperson.

3. Negotiation skills.

Salespeople often walk a fine line between accommodating clients and maintaining the best interest of the business. A strong negotiator closes sales by presenting an answer that benefits both parties so that everyone leaves the table happy. 

4. Creativity.

We often envision artists and writers when we think of the word “creative”, not salespeople. A successful salesperson must be creative in seeing and thinking about a product, problem, or prospect. They are also creative when it comes to building relationships, proposing solutions, and helping the team. 

5. Storytelling.

According to the Heath brothers, 63% of people recall a story compared to 5% who remember statistics. Master salespeople tell stories that resonate with their audience. When people can relate to you, they begin to trust you and desire a relationship with you. All of those elements are key ingredients to transforming a hesitant prospect into a loyal customer. 

6. Listening.

Do you know the difference between hearing and listening? Active listening requires a salesperson to give their full attention to the other person’s verbal and nonverbal communication. Exemplary salespeople can gain a client by actively listening to and fully understanding their needs.

7. Productive.

Productive salespeople are highly desired and sought after; it’s considered a major strength because it points to a person’s potential and motivation to succeed. Moreover, a productive salesperson has steadfast numbers because they embrace hard work. 

8. Competitive.

We aren’t talking about being cut-throat here. Rather, competitiveness refers to going above what is required to please a client and stand out from the rest. A salesperson who is fine with staying on the sidelines will never win anything. After all, there aren’t any medals for mediocre. 

9. Tech-savvy.

Nothing beats an old-fashioned handshake, but the days of knocking on people’s doors with a smile and suitcase are over. The sales landscape has become saturated with CRMs, AI, SEOs, automation programs, and social media. Today, navigating different forms of technology has become a vital skill for productive salespeople to have. 

10. Adaptability.

One strength worth bragging about is being able to quickly adapt to different environments and conditions with ease. Would you consider yourself to be a social chameleon? Are you able to effectively mirror a client and make them like you? Is flexibility your strong suit? These are essential capabilities for today’s market.  

11. Confidence.

A confident salesperson is convincing, and a convincing salesperson can make a sale in a blink of an eye. Confidence is a strength for multiple reasons, but the most important is how it makes a person feel. When you feel confident, you feel invincible and secure; nothing can stop you. 

12. Client-centric.

Do you believe that customers are your world? Well, you’re wrong. Customers are the sun that you revolve around. They keep you warm and alive (quite literally because they pay the electric bill to keep your heat on). Elite salespeople are well aware of the importance of gaining and retaining clients, so they treat them with the respect they deserve. 

13. Team player.

A salesperson is often assumed to be a lone wolf. While this may be true in some situations, most companies have a team of salespeople working together. Knowing how to work well with different personalities in the same environment is a definitely considered strength.

14. Accountable.

Have you ever met someone who refused to take responsibility for their mishaps? They point the finger at others or blame bad luck. Leaders and clients aren’t interested in excuses; that’s why accountability is considered a strong asset. An accountable salesperson acknowledges and learns from their mistakes to prevent any future occurrences. 

15. Communication.

From giving clear and correct information using various channels to interpreting body language, strong communication skills are a must-have for any salesperson worth their salt. Without it, conflicts, loss of profits, and failure are imminent. 

16. Emotional Intelligence.

Otherwise known as emotional quotient or EQ, emotional intelligence is a key capability in today’s sales industry. A salesperson with a high EQ is able to empathise and deeply understand clients and coworkers. Therefore, they convert leads into customers and forge lasting relationships with almost everyone they come across. 

17. Driven.

Drive & determination will start up your engine and give you fuel to zoom towards your goals. Possessing a healthy dose of drive and determination results in profits, pleased clientele, and countless opportunities. Without drive, a salesperson will go nowhere. 

18. Goal-oriented.

One of the most important qualities a salesperson can have is articulating a clear goal and developing a plan to reach the goal. High achievers set ambitious, challenging, and realistic goals, and more often than not, they hit their target. 

19. Passionate.

Can you recall a teacher or coach in your past that was truly passionate about their trade? How did they make you feel? You felt inspired, invigorated, and moved, but above all, you bought what they were selling you. They believed in their message, and so did you. A strong salesperson exudes passion when talking about their product or service.

20. Ethical.

This is hands-down the most important strength a salesperson can have. Being ethical means operating with honesty, integrity, and authenticity at all times. True salespeople never do anything to tarnish their brand or reputation. Don’t join the ranks of the corrupt cops and mad scientists that wreak havoc on the country! 

Did you see yourself in this list? If not, don’t worry! 

Prospects and businesses will prioritise a salesperson who can provide a human connection based on good intentions above all else. 

Besides, any strength can be developed with the right training. We offer dynamic sales courses which are sure to exceed your expectations. We welcome all inquiries! 

Strengthen Your Sales Skills

Are you ready to flex those sales muscles?

Let us help your team develop their unique strengths and remedy any weaknesses. We have a wide array of sales courses that will take your business to the next level. To grow and increase your revenue, get in touch with us today!