Enhance your teams' performance through sales training
Structure your company's sales system, increase performance, and help your teams progress with our unique training method.
Enhance your teams' performance through sales training
A sales team is an essential element of a company's growth strategy. As true guarantors of revenue, sales representatives must combine a perfect knowledge of their clients' profiles, an ability to maintain their relationships, and a great mastery of the various sales levers and techniques.
However, due to market changes and the perception of sales, it can sometimes be difficult for a team to continue ensuring a company's business development while remaining competitive in the long term. That's why opting for sales training can be a wise solution to improve the performance of your field team, as well as your sales manager or sales director.
Why choose sales training to boost your turnover?
It's a fact. Today, having a business development manager, sales engineer, key account manager, and/or sales director is no longer enough to constantly improve your turnover...
At a certain stage in their career, all sales professionals may need to consolidate their sales techniques or benefit from skills enhancement to continue to best meet the market and the expectations of a company in terms of growth. That's why choosing sales training dedicated to your teams can prove to be a wise choice to ensure the sustainability of your company.
In addition, this type of sales training helps develop various aspects specific to the sales profession, which we will detail later in this article.
Boost the capacity for adaptation and collaboration between sales and marketing teams
With the advent of digital technology, purchasing behaviors have radically changed. Indeed, 20 billion web pages are visited every day, and it is now necessary to make 8 cold call attempts before successfully reaching a prospect, compared to 3.7 in 2007. As a result, the multi-channel approach is an essential element of a sales action plan.
To maintain effectiveness and cope with these changes, it is therefore necessary for a salesperson to become familiar with the new technologies integrated into the sales processes (CRM, social networks, e-mailing, etc.), either through training in digital marketing or dedicated sales training.
This additional knowledge can enable your sales teams to seize every new opportunity by working collaboratively with the marketing department. The goal is to reach new customers through different channels and in a much more precise manner.
In addition, prospects are increasingly attentive to the creation of value and hope to obtain a solution fully adapted to their problem and not a generalized offer. It is therefore necessary to work as a priority on the needs of the customer, as we will discover in the following paragraph.
Putting human connections back at the heart of your sales strategy
Nowadays, customer relationship management has regained a significant place in the sales process.
To succeed in selling effectively, a successful salesperson must find a way to develop their relational impact, in particular by learning to take an interest in their prospect in order to be able to offer them a solution that is truly adapted to their expectations.
Furthermore, thanks to the Internet, potential customers are increasingly autonomous in choosing their purchases. Commercial training can therefore enable sales professionals to more easily understand new commercial techniques based on emotion, to create a bond with customers and thus adapt to market developments.
Know how to prepare a good sales pitch
A sales pitch gathers all the characteristics of a product or service, its advantages, and the benefits it can bring to a client. As a true guiding thread in a sales conversation, it enables a quality discussion with a prospect and convinces them by using emotional triggers rather than purely commercial ones.
Mastering your sales pitch remains essential for implementing an effective sales strategy, especially now that customer relations are central to all discussions. That's why sales training can help your sales team implement an action plan based on customer relationships and the importance of communication in sales performance.
Improve your sales efficiency
To improve sales efficiency, it is essential to teach your sales representatives how to optimize their time by choosing the most qualified leads, in order to focus their energy and technical skills on achieving attainable sales objectives.
To close the most high-quality clients, it is essential to identify their needs and issues in order to provide them with a concrete solution. To do this, a salesperson must also master the different negotiation techniques, as well as the competitive advantages of their offer, and know how to handle any objections that may be raised by the potential client. Note that this type of skill is obviously developed as part of a sales negotiation training course.
What type of training should a salesperson choose?
There are different types of sales training. Here is a list of the most common formats:
This format offers courses generally focused on sales techniques. It spans a short duration (a few hours or days) and is generally offered to sales executives (sales managers, technical-sales engineers, etc.) who may see their responsibilities increase (managing or developing a major account portfolio, managing a sales team, etc.). Some of these courses include degree-granting cycles, as is the case with MBAs offered by business schools or universities.
1. Traditional sales training
1. Developing an in-house sales academy
This alternative is common in large companies that have many sales representatives to train. This allows them, among other things, to personalize their internal courses (master the sales techniques taught by the company, carry out case studies based on the company's products/services, benefit from commercial management training, etc.). However, it is important to note that developing an internal sales school remains a very costly solution and does not allow for regular renewal.
Role-playing, skits performed by actors, or on-the-ground support... There are various ways to implement sales training. These alternative formats are both fun and stimulating. They encourage faster progress and closely resemble what sales professionals experience daily. Nevertheless, like internal sales schools, these are quite costly events that should remain occasional.
1. Other innovative sales training formats
1. MOOCs
The acronym MooC stands for Massive Open Online Courses. This business training technique differs from e-learning in that the trainer and the students each find their place. Students have, for example, online courses and exercises to do.
This type of training can be delivered on dedicated platforms. However, the challenge with this type of sales training is encouraging your sales team to follow it through to the end, in order to assimilate knowledge and make significant progress.
Do you want to benefit from sales training for your team, but you don't know which one to choose?
Do not hesitate to contact us. We would be delighted to assist you!