Salespeople are not born. It is a craft like any other. The more you challenge yourself and practice your craft, the better you become.
There are many different ways to train your salespeople. A common approach is to put salespeople in physical or virtual classrooms.
This type of formal training is incredibly valuable, especially if the company wants to increase the skills of several salespeople at once.
Physical/virtual classroom training is an important component of a company's continuous development in business acumen. In a classroom, you have an unusual opportunity to convey theory, have insightful discussions, and experience sales behaviors linked to constructive feedback, in a "safe" environment.
Training that takes place in everyday life is crucial for changing sales behaviors and changing working methods.
However, practicing one's craft, sales, is not only done in a classroom.
Here are a number of tips that can help with training in everyday life.
E-learning is a method to enhance learning in a digital environment. E-learning can combine text, images, film, graphics, sound to inform and teach.
One of the most common ways to use e-learning is to create a material that is put in an e-learning format and then followed up with questions or problem tasks to solve.
This could be a trap! Sometimes a company dumps too much information into an E-learning program. The consequence is an E-learning that is too general and not relevant to the participant.
One way to avoid this trap is to use Action Mapping, a design tool for developing relevant training programs, which was developed by Cathy Moore.
E-learning that is adapted to its target group and its needs is an effective way to strengthen learning in a digital environment.
Micro training can be done in person, online or in an e-learning. It can be formal or informal. The training is usually 3-15 minutes long.
The purpose of micro-training is to train, rehearse and focus on 1-2 areas for short periods of time.
Micro-training can be especially valuable as a follow-up to classroom training. Micro training can be about product, competitors, sales technique, handling objections, repetition, etc.
Try using, for example, a short video! However, be careful to keep the time, have few points, and focus on the fact that it is training/rehearsal.
Coaching is probably the most important and strongest way to train and change the behavior of salespeople. However, it makes high demands on the coach and it takes time. Being observed in a real sales situation and then receiving coaching can be very powerful – if done right.
As a coach, start by setting aside time to coach your employees. Add coaching to the calendar. Prepare carefully. Think about which coach model you want to use. If you need help, contact, for example, your HR department for support.
Gamification is the use of game mechanisms in areas that do not usually belong with gaming. Having sales competitions within sales organizations is common.
However, it is not as common to use gamification in other areas of sales. To motivate salespeople and train in everyday life, gamification can be used in countless areas. You can, for example, add gamification to microlearning.
Gamification can be used in areas such as CRM systems, product knowledge, time spent on training, travel bills, sales technology, etc. The use of game mechanisms is powerful in getting your employees to practice different behaviors in everyday life.
Good luck with your everyday training.
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