While some of the onus for improving sales skills can be put on the reps, a large part of it must be put on the company. If sales reps aren’t given the opportunity to learn or improve their sales skills, they’ll struggle to grow on their own.
Help your sales reps quickly improve their sales skills by following these three tips:
Offer E-Learning Sales Training
Having your sales reps report to an in-class training session once a year isn’t an effective training method. If anything, it just means they’re losing a day of productivity for your company.
Why is it ineffective? Firstly, sales training should encompass product knowledge. In order to sell well, your sales reps should know everything there is to know about the products and services your company offers.
Secondly, sales training should include information, advice, and scenarios that instruct your sales reps on ways they can improve and sell better. What if they’re struggling after the one-day seminar? They should be able to practice or seek help as necessary.
Training is improved with e-learning. It allows your team to access the training when it best suits their schedules and they can go back to the information they need, whenever they need it. No more wasted productivity. No more struggling.
Improve Communication Skills
The ability to communicate well is the backbone of selling. Reps need to be able to communicate benefits and value as well as listen actively to customers’ questions and concerns.
To improve their sales skills, reps can learn to master the pillars of effective communication.
- Active Listening
It’s not enough for your reps to listen to a customer—they have to actively listen. This means they understand what is being said to them, respond, and then remember. Active listening shows your customers that your reps care about them and understand their needs and challenges.
- Ask Pertinent Questions
Only after your sales reps have actively listened to your customers should they start
asking their questions. In this stage of the conversation, the reps now understand any
problems the customer is having and can ask pertinent questions to clarify the situation and to better serve the customer.
How a rep speaks with a customer matters greatly. Each rep should speak in an empathetic and engaging manner. The customers should feel as though the rep is on their side. Speaking to customers in this way builds trusting relationships.
Improve Time Management
Sales skills can improve if sales people practice effective time management. Reps should be able to prioritize tasks and maximize their selling time.
At the same time, however, your company should be helping to reduce inefficiencies and save time. In this case, understanding your buyer personas can help reps zero in on the prospects who are most likely to buy, ensuring they can close deals faster. Finding ways to shorten the buying cycle can also save time. Using technology to your advantage, such as a CRM program, can also reduce administrative burdens and help your reps spend more time selling.