Optimize your teams' performance with sales training
Structure your company's sales system, boost performance and drive your teams forward with our unique training method.
Optimize your teams' performance with sales training
A sales team is an essential part of a company's growth strategy. As the guarantors of sales, sales representatives must combine a perfect knowledge of their customers' profiles, the ability to maintain their relationships, and a mastery of the various sales levers and techniques.
However, changes in the market and in the way sales is perceived can sometimes make it difficult for a team to continue to ensure the company's commercial development, while remaining competitive in the long term. That's why sales training can be a wise solution to improve the performance of not only your field team, but also your sales manager or sales director.
Why choose sales training to boost your sales?
It's a fact. Today, having a sales development manager, sales engineer, key account manager and/or sales director is no longer enough to constantly improve your sales...
At some stage in their careers, all sales professions may need to consolidate their marketing techniques or benefit from a skills upgrade to continue to respond to the market and a company's growth expectations. That's why choosing a sales training course dedicated to your teams can be a wise choice to ensure the long-term future of your company.
What's more, this type of sales training enables you to develop various aspects specific to the sales profession, which we'll detail in the rest of this article.
Stimulate adaptability and collaboration between sales and marketing teams
With the advent of digital technology, buying behavior has changed radically. Indeed, 20 billion web pages are visited every day, and it is now necessary to make 8 cold call attempts before reaching a prospect, compared with 3.7 in 2007. As a result, multi-channel marketing has become an indispensable part of any sales action plan.
To remain effective and keep pace with these developments, salespeople need to familiarize themselves with the new technologies integrated into the sales process (CRM, social networks, e-mailing, etc.), either through digital marketing training or dedicated sales training.
This complementary knowledge can enable your sales teams to seize every new opportunity by working in collaboration with the marketing department, with the aim of reaching new customers through different channels and in a much more precise way.
In addition, prospects are increasingly focused on value creation, and expect to receive a solution tailored to their specific needs, rather than a generalized offer. It's therefore essential to focus on the customer's needs, as we'll discover in the next paragraph.
Put human relations back at the heart of sales strategy
Nowadays, customer relationship management has regained considerable importance in the sales process.
To sell effectively, a successful salesperson must find a way to develop his or her relational impact, in particular by learning to take an interest in the prospect so as to be able to offer a solution that is truly adapted to his or her expectations.
What's more, thanks to the Internet, potential customers are increasingly autonomous in their purchasing choices. A sales training course can therefore help sales professionals to more easily grasp new sales techniques based on emotion, to create a bond with customers and thus adapt to market changes.
How to prepare a good sales pitch
A sales pitch brings together all the characteristics of a product or service, its advantages and the benefits it can bring to a customer. As the common thread running through a sales pitch, it helps to generate a quality discussion with a prospect, convincing him or her by using emotional rather than purely commercial leverage.
Mastering your sales pitch remains an essential element in implementing an effective sales strategy, especially at a time when customer relations are at the center of all discussions. That's why sales training can help your sales team implement an action plan based on customer relations and the importance of the sales pitch in sales performance.
Improve your sales efficiency
To gain sales effectiveness, it's essential to teach your sales people how to optimize their time by selecting the most qualified leads, with the aim of focusing their energy and technical skills on achieving attainable sales objectives.
To close as many quality customers as possible, it's vital to know how to identify their needs and problems, so as to be able to provide them with a concrete solution. To do this, a salesperson must also master the various negotiation techniques, as well as the competitive advantages of their offer, and know how to deal with any objections that may be raised by the potential customer. This type of skill is obviously worked on as part of a sales negotiation training course.
What type of training should a salesperson choose?
There are many different types of sales training. Here is a list of the most common formats:
This format offers courses generally focusing on sales techniques. It lasts a short time (a few hours or a few days) and is generally offered to sales executives (sales managers, technical sales engineers, etc.) who may see their responsibilities increase (managing or developing a portfolio of key accounts, managing a sales team, etc.). Some of these courses are part of degree programs, such as the MBAs offered by business schools and universities.
1. traditional sales training
1. development of an in-house sales school
This alternative is common in large companies with many salespeople to train. Among other things, it enables them to customize their courses in-house (master the sales techniques taught by the company, carry out case studies based on the company's products/services, benefit from sales management training, etc.). However, it is important to note that developing an in-house sales school remains a very costly solution, and cannot be renewed on a regular basis.
Role-playing, dramatizations by actors or on-the-job coaching... There are many different ways to set up a sales training course. These alternative formats are both fun and stimulating. They encourage faster progress and are very close to what sales professionals experience on a day-to-day basis. However, as with in-house sales schools, these are fairly costly events, so they need to be kept to a minimum.
1. other innovative sales training formats
1. MooC
MooC stands for Massive Open Online Courses. This commercial training technique differs from e-learning in that the trainer and students each have their own place. Students, for example, have online lessons and exercises to complete.
This type of training can be delivered on dedicated platforms. However, the challenge with this type of sales training is to encourage your sales team to follow it through to the end, so that they can assimilate knowledge and make significant progress.
Are you looking for sales training for your team, but don't know which one to choose?
We look forward to hearing from you. We'd be delighted to help you!
