Despite the training available, too many salespeople are still being thrown in the deep end without much support or induction in to the world of sales.
If you’re an experienced salesperson, you would probably hit the ground running in a new job – but can we say the same for others who are new to the industry?
If your company is similar to other companies, a lot of effort tends to be invested in to product training, but from that point, the training doesn’t go much further than “this is how we sell here”.
Many don’t receive any formal training in how to recruit, induct, coach and develop their salespeople – and it could be affecting your sales.
Below, we look at some tips that can help your sales team pick up the basics so they can start swimming, instead of sinking.
Sales value propositions
Products and service marketing points are essential to how well someone can sell your product. If it’s a product or service worth shouting about, your salesperson will happily shout about it, confidently.
Inform their selling efforts
Provide clear principles, values and a sales strategy, and a go-to-market action plan that will help them to make strong decisions. It will also show them how to conduct themselves at work, with peers and the broader community.
Strong sales framework
Efficient frameworks guide a salesperson’s selling actions. Perfect this to improve the quality further down the line.
An effective sales recruitment process
Your recruitment process should outline the minimum standards of sales excellence in the individual’s role and highlight the knowledge, skills and mindset necessary to be successful at your company.
Your induction programme should be a detailed process of everything outlined above, to give your sales member a clear idea of what is expected, what they should do to succeed and how they can rely on other services within the company to support them.
Regular training opportunities
Sales, coaching and self-development training are all essential for improving skills and confidence in a sales role. Invest in training for your team so that they, as well as the company, can thrive.
Provide constructive feedback
During the early stages, salespeople will need plenty of feedback on their technique and strategy, whether they need to improve their listening, or spend more time getting to know the client. Create opportunities to provide them with effective feedback that will develop their skills.