Sales Team Training

5 Rules of Training an Amazing Sales Team

Hiring and training a team can be the most costly and time consuming of business tasks.  From finding candidates, screening them, moving through the interview process to the hiring process, managing new member onboarding and training to managing them as they grow with you, your team is an area of your business you could easily devote the most time to.  

The biggest question is, once you hire and onboard your new salespeople, how do you train them to effectively and efficiently represent your brand, your ideals, and your services?  How do you keep their morale and energy high without letting it be a drain on you?

These are the eternal questions of many business owners and entrepreneurs, and questions that continue to be a struggle, regardless the level of success they have reached.

Just, for a moment, imagine the roller coaster of emotions during a critical launch in your company.  Feel the excitement as you plan for your launch, the energy surrounding the initial days of the launch, and the crushing disappointment when you miss your goals.  Imagine the frustration you’ll feel toward your sales team if they aren’t making the conversions. And how about the disappointment of your sales team when they aren’t making the income they have been working for? Hoping for?

Having an untrained sales team can be disastrous to your business.

So how do you avoid these pitfalls? How do you make sure your team is trained and ready for success?

You need to follow these simple steps to make sure your sales team is ready to represent you and close sales like the rockstars they are!

Rules of training your sales team

Have a structured training plan.  Create, and stick to, a structured training plan for all of your sales team.  This should include not only sales training specific to your service and product, but also a full immersion into your culture, mission statement and business goals.  After all, they can’t support what they don’t know.

Implement ongoing training opportunities.  Make sure that your entire sales team participates in ongoing training, regardless of how long they have been with you.  Ongoing and continuous training is key to their success. Keeping their skills sharp will keep their conversions high, which will impact morale and energy as well!

Continue with role plays throughout their time with you.  While role plays are not always popular with salespeople, they continue to be used for a reason. They are useful!  Make them fun. Shake them up. Continue to give your team opportunities to practice their skills in realistic settings, but the more different and interesting you can make them, the better!

Reward and encourage their successes.  Sales people love to be recognized for their hard work!  They hear a lot of nos, sob stories, and excuses. They don’t always get a lot of accolades, and particularly in the middle of a launch it’s easy to forget to stop and say “Thank you,” or “Good job.” But taking the time to acknowledge them when they have a success will encourage them through the tough times, and fire them up during the successful times.

Supervise your sales team and provide feedback.  Every team member can continue to grow, and they can only do that with some outside input. Make sure to schedule time to do “field training” and provide them with specific feedback.  If you are able to listen in to their calls and share your feedback with them, they will not only learn from it, they will understand your commitment to their success and your company’s goals.  Your example will lead them to success.

There are a lot of moving parts to successfully training your salespeople. It is also one of the most valuable things you can do as an entrepreneur and business owner.  A poorly trained team will cost you money and clients.  A highly trained team of people who love to have enrollment conversations and sell will pay you back in dividends you could never imagine!