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Friday, 1 June 2012

Training Sales Team

According to a Business Dictionary, 'Training' is an organised activity aimed at imparting information / instructions to improve anybody's performance or to help, attain a required level of knowledge, skill or attitude. The keys to making 'Sales Training' effective depend upon how training is imparted to Sales Team.

  • To know the objective of training, training need analysis is to be undertaken.

  • Trainer should ask himself (i) Does sales team need to know more about Company's products and services? (ii) Do they have a high enough level of technical knowledge? (iii) Does the team need to know more about the marketplace? (iv) Would performance improve with general sales training? (v) Should training be in-house or out-of-house?

  • Sales persons who require coaching can be listed out.

  • Initially, sending sale people on courses on general business principles and practices to help them, better understand the customers' needs and the needs of their company.

  • The trainer can learn from experts and, if possible, can engage them to deliver a speech to sales team.

  • Sale people can be taught business finance principles, no matter how how unfamiliar tey may be with money matters.

  • An experienced Sales Manager, while imparting training to his sales team, can cover wide range of topics according to the needs of the group.

  • As different types of customer will react differently, training sales people by 'Role-Play' training method help them to recognize and handle a variety of reactions. Sales Manager can make role-playing as realistic as you can for maximum effectiveness.

  • As the trainer cannot teach sales skills in the classroom, he can accompany the salesperson into the field, to allow him to make a sale.

  • Constructive demonstrations of different selling scenarios can be made part of the training.

  • The defects of trainees should never be harshly criticised.

  • Good progress can be observed and faults can be noted. Anything that as been done well should alays be praised.

  • Performance can be constantly monitored, followed by feedback to them.

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