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!
