It’s sounds obvious when you say suggest that if you want to improve at something then you should learn more about it however many companies do not seem to understand the importance of getting the best sales training available to them. Hell, some companies do not offer further sales training at all.
Below are a number of advantages of sales training that show it’s importance to both new and tenured salesmen -
Improved sales methodology
Sales training will go along way to improving a salesmans core knowledge of salesmanship and sales methodology. Whilst this knowledge on it’s own may not necessarily mean more sales, once it is applied by the salesman the results can be powerful.
Ability to overcome objections
A constant road block for a lot of salesman is their ability to overcome objections when they’re coming to the end of the sales cycle with the customer. If they have acted as a consultative salesman prior to this point there should be minimal objections remaining as the salesmans product should perfectly match the prospects need and they should have been screened at the prospecting stage to make sure they are a valid prospect. However there is specific sales training that can be given to help overcome these last minute objections.
Improving communication skills
One of the most important areas for sales people is their communication skills and luckily this can be easily improved with communication skills training.
The most crucial communication skill for sales people that is often forgotten is the ability to listen. This coupled with training to help sales people communicate with difficult customers can make a world of difference to their overall performance.
Developing sales admin skills
It might be the part of all sales jobs that salesmen generally hate, but it’s a necessary evil to bring in the business. With some basic admin skills training however you might be able to seriously cut down on the amount of admin time you have to plan into your day by becoming more efficient at processing it. This in turn will increase the time you have available for actually selling making the salesman more motivated, happier and they’ll bring in more turnover.
Motivation of sales force
Many companies either rely on quarterly sales meetings to try and motivate their salesmen or they just leave it up to the individuals themselves. Not all ‘sales training’ needs to be focused on improving a salemans skill set, motivating them is just as powerful and important.
You’re almost guaranteed better results and more commissions if you’re motivated to make those extra 5 phone calls at the end of the day or visit that last customer on a Friday evening when you could just shoot home. The potential increases in sales are almost imaginable that a highly motivated (and happy) salesman jump to.
There are loads more reasons sales training is important -
- Continuous updates of product knowledge
- Enforce salesmen are keeping to company standards of ethics
- Improving prospecting / research skills
But the point is that unless the company you work for invests in sales training and invests in you, there is going to be minimal room for improvement in sales results unless you go and do it off your own back. At some companies this might be expected of you and so you should read sales books, do online sales training and try to develop as a salesman the best you can.