As a small business, you may have first-class products and an excellent team of workers. But if you don’t have a top-notch sales team with a strong sales strategy, your business may struggle to survive. Developing an outstanding sales process doesn’t have to be difficult or time-consuming. Here’s how online training can seal the deal for your sales team.
1. Cost-effective, anytime, anywhere training
Small business owners know that sales teams need the right knowledge and tools to do their job. But sales team members often are out of the office selling, sometimes traveling in other states or working from different offices. Getting them together for group training can be expensive and cuts into their time when they could be making sales. Most small businesses can’t afford to invest in large team learning experiences.
An online training software system can make the sales training process simple and help you stay on target. It’s cost-effective, easy to set up and update, and provides the learning experiences employees need to do their job, from any location at any time.
Read this blog to learn more about selecting the software system that best fits your business needs.
2. Make goals easy to reach
Before you can develop a great sales strategy, you need to outline the expected outcomes and goals. Why is sales training needed? What skills and knowledge do sales team members need for success? Are there are other tools employees need to be effective in sales?
Once you’ve answered these questions, it’s easier to create the right training strategy. It should include a list of knowledge and skills employees need to develop, sales goals that are easy to reach, and a timeline for completing the training modules. Remember to keep the strategy simple so employees don’t feel overwhelmed and can quickly experience the benefits of your training.
3. Identify the sales process
Every product and service have sales cycles. Identify these phases, then map out the strategy to help sales teams be in the right place at the right time. For example, if key sales times are in April and September, list out all the steps to reach those goals from beginning to end.
Create training modules that teach each step, such as:
* Information about customer demographics and markets.
* How to find and connect with customers.
* Products differentiators, specials and add-ons that set your business apart from competitors.
* Key facts and details about your products and services.
* Communication tips for talking with customers.
* Negotiation skills to help make a sale.
* Sales tools that can make the job easier.
* Tips for opening and closing a sales discussion.
* Tips for customer follow up, thank you’s for sales, and keeping relationships fresh.
* Ideas for renewing sales each year.
4. Make learning simple
Sales team members are motivated by reaching their sales goals. They want learning experiences that help them succeed. But they also want digital training that fits their schedule. If they have 5-10 minutes between meetings, they want to watch short training modules on specific topics. With the right online training software, you can create microlearning training modules that provide short bursts of complete information on one topic within five minutes or less.
5. Communicate, communicate, communicate
There is a popular saying among communication experts, “About the time you’re getting tired of a message you’re sending, people are just starting to hear it.” Studies show employees want training. But they’re focused on many things during the work day and forget to invest time in training. They need frequent reminders of the training that’s available. Regularly send emails and post signs about the online training topics. And don't forget to let sales teams know when updates are made to modules about products, services, markets or competitors.
6. Share employee knowledge
Tap into the expertise of senior-level sales team members by asking them to share stories and experiences about selling for your business. Their presentations need to be real, not polished. A few ums, aahs, and other word stammers make the training authentic. Weave these stories into training modules to enhance learning and make the information more entertaining.
7. Personalize training experiences
With online training software, it’s easy to create learning modules for specific sales teams, markets, customers or products. You can use PowerPoint, video, audio, or photos to create interesting modules with information designed to reach each targeted sales groups. It’s also simple to develop training segments on specific details about products, services or customer markets. And since the training is online, sales teams can watch and rewatch topics to enhance their knowledge to share with customers, and hopefully, improve their sales numbers.
8. Validate learning
Create quizzes in training software to check employees’ understanding of the material or make tests to meet compliance regulations. Monitor employees’ achievements and host a celebration to thank them for their completion of training modules.
Remember, employee training is an excellent way to invest in employees, by providing consistent learning experiences they need to succeed.
Learn more about how employee training can improve your sales and business growth.