The Case for Sales Training

Great sales teams have a defined process. Not only do they know the process but they use it every single day. If your sales people don’t know your sales process then there’s a critical knowledge gap which will impact on your ability to work efficiently as a team. Investing time in your employees so they understand your sales process and are able to use it competently will set you apart from your competition. The key is to create an ‘I do it’ mentality rather than just ‘I know what to do’.

3 reasons to invest in your employees:

  1. Increase sales – great sales training pays for itself by driving more revenue
  2. Improve innovation – great sales training builds on the theory that customers are assets to be nurtured. This creates stable relationships and brings stability to your organization.
  3. Improve customer service levels – great sales training builds on the theory that customers are assets to be nurtured. This creates stable relationships and brings stability to your organization.

Do you ever really ‘get ready’? Training teaches us to be prepared and ready to take positive action. And one of the ways it does this is through changing our behaviours. It allows us to reflect on all that has happened and how we can grow in the future. Part of that evaluation also involves asking for feedback from other people. Learning isn’t a solitary experience; it’s social. And learning from each other is a great behaviour to take back into the workplace.

Changing behaviours takes time and often presents challenges along the way, which can impact on our ability to stay motivated. Surrounding yourself with people who are encouraging to you is one of the ways to keep up momentum. Training teaches us that having a great support network around us will help us to overcome even the most difficult challenges.

Training helps us to understand that growth comes through achievement of goals. To achieve sales goals demands focus and prioritisation. Author James Crook said: ‘The man who wants to lead the orchestra must turn his back on the crowd’, i.e. to grow and reach your goals you must remain focused and utilise the skills of the people in your ‘orchestra’ to succeed.

If you’re still not convinced; consider the following questions when you review the return on investment (ROI) of employee training:

  • Can we afford to lose sales?
  • Can we afford not to stay ahead of the competition?
  • Can we afford the cost of poor customer service?

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Kathryn has over ten years’ business experience with exposure to account management, sales, business development and marketing roles. She has worked for SMEs through to global organisations, such as DHL. In 2014 she transferred her knowledge to the personal development arena. She now helps people reach their goals through developing their knowledge and skills. Outside of work Kathryn is a keen runner and can often be seen on an early morning jog around her hometown of Luton.