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.
Induction programme
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.
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Do hobbies help or hinder a sales CV?
Opinions are divided on whether there is any purpose to the ‘interests’ section of a CV. The traditional view is that your hobbies and pastimes show something of you as a person and demonstrate how rounded you are which could help in your sales job application.
I’ve tailored my CV but still can’t get a sales job interview
We all know how important it is for job applicants to tailor their CV or online application to the specific sales job, rather than send generic details about themselves. But increasingly – as more and more people apply for each advertised vacancy – those who apply for sales jobs they are fully qualified for, are finding that even this isn’t working in their favour.
Sales Advice: Preventing buyers’ resistance to sales people
What can sales professionals do to at least lower the resistance barriers to making a choice? We may not have caused that resistance ourselves, but we certainly have to face up to it every day. We have to do everything we can to minimise indifference and negative pre-disposition to our sales approach. What can we do to help prospects welcome us rather than resist us?
