Are you spending money on sales training with little to show for it?
Your sales training programs may be leaving a lot to chance so consider focusing on enhancing the quality of your instruction.
By revamping your workshops and courses, you have a higher chance of seeing positive results because quality inputs lead to quality outcomes. So, let’s go over some tips that can take your training to the next level and help you nail more deals.
Make your courses manageable
Set realistic expectations. For example, your reps have deadlines to fulfill, so it isn’t always possible to hold learning sessions as often as you would prefer.
Consider finding ways to ensure smooth training processes without disrupting the actual work.
For instance:
- using enablement software tools that allow you to schedule courses in advance
- keeping your programs short and to the point
- recording live workshops and availing them to your sales team to consume later
- creating an accessible library of learning session videos so sales reps can revisit and brush up on their learning
- creating platforms that allow prerecorded practice pitches or group feedback sessions where peers can comment live or review later
Bottom line: keep your programs going, but brainstorm ideas to ensure that learning remains manageable.
Keep training flexible and diverse
Your reps are not cut from the same cloth; some may be visual learners; others may prefer informal microlearning accessible on demand. While yet others are more comfortable with structured programs.
It’s important to adapt your training to meet the needs of your diverse team. For instance, your courses can be delivered through various strategies such as:
- in-class or online sessions with a facilitator
- microlearning tools such as short videos or game apps
- peer to peer coaching
By varying your delivery methods, you can accommodate everyone and keep the whole team engaged.
Also, keep the schedule flexible so you can quickly adapt to new sales ideas, changing buyer priorities and your team’s learning gaps.
Examine case studies
Use case studies as learning assets. Focus on the key wins or losses you’ve made in the past, for instance, challenging wins or the most critical losses.
For example, if you’ve just completed a deal that seemed to be falling through the cracks, conduct a thorough analysis of what went right and use it as an instructional tool.
You can ask the sales reps what they did differently or survey the new customer to get a deeper understanding of why they chose your solution instead of competitors.
Pick out the best practices from these cases to improve your outcomes.
Losses can also be very valuable to prepare reps for challenges. Conduct a post-mortem of key losses to identify what went wrong or what could have been done better so you can review your practices for your future deals.
Reinforce all concepts
Reinforcement helps memory retention. According to research pioneered by renowned psychologist Ebbinghaus, without any extra effort, people forget half of what they have learned within the first hour of learning. Yes, that’s not a misprint – the first hour.
So, it’s important to include reinforcement techniques that help your reps remember and apply the training to their work. Some reinforcement techniques include:
- Quizzes. Reviewing the material to prepare for a quiz reactivates the brain’s recollection mechanisms, helping to cement the concept so reps don’t forget what they learned.
- Chunking. Group related concepts into sections to make it easier for the brain to form associations and remember important information.
- Mnemonics. Create acronyms related to familiar concepts to help jog the memory.
- Simulation programs. Allow reps to put what they have learned into practice in a controlled environment, for instance, through role-play or games that simulate real-world experiences.
- Observation. Watching reps interact with real customers or recording calls so you can review their performance can reveal to you how they apply the concepts in the real world.
Make training a habit
Technologies are ever-changing. But so are product lines, buyer expectations, regulations, and compliance. To keep your courses relevant, consider making learning programs a regular occurrence and not just for the fresh salespeople but also for the entire team.
Remember to keep your content applicable to each employee’s level and grade to keep your team engaged. For example, with senior salespeople, avoid rehashing the basics, and instead focus on adding to existing knowledge.
It helps to make learning a part of your culture. Schedule time and plan your calendar well ahead of time. Also, refresh your materials to stay up to date.
In summary
Make training programs a part of your process but remember to ensure it doesn’t consume too much time. It’s also critical to reinforce concepts to ensure reps grasp what they have learned and examine past failures and successes to improve your processes. Finally, ensure that your training is diverse to accommodate the entire team.
