How to Train Salespeople

There are two types of training that fall under the umbrella of “sales training.” The first is teaching the basic mechanics of sales: how to go about selling in the general sense, with an emphasis perhaps on the sales techniques that work best for your industry or your class of customer. The second type is company-specific training: details about your products and services, the sales processthat your team is expected to use, tools and resources, etc.

Every salesperson, no matter how experienced, can benefit from both types of sales training. Learning how to sell is an ongoing process. There are always new strategies and new technologies that your team must learn in order to sell effectively.

When you bring a new salesperson on board, the priority will be to complete company-specific training. Unless your new employee is a rank beginner he’ll have at least a basic grasp of the mechanics of selling, but it’s likely he won’t know much about your own products or how your particular sales process works.

The easiest way to get started is often to sit the new salesperson down with your customer service team. The customer service folks are intimately familiar with your products and will know what existing customers like most (and least) about them. Let the new salesperson listen in on a few customer service calls, and give him access to documentation about the products (user guides, brochures, websites, etc.).

Once your new employee is familiar with your product line, pair him up with an experienced salesperson. Listening to phone calls and riding along on appointments gives a new employee an idea of how the process works. Ideally, he’ll get to see at least one sale go through the entire process. ….

Read more at The Balance.

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