As a sales manager, your role is to lead your team on the pathway to success. To be an effective team leader, you must provide your team with the tools they need to be exceptional sellers. Providing your employees with regular training opportunities will develop their skills and enhance selling results.
But first you must become an expert in providing your staff with sales skills training! If you’ve got your leadership skills down pat but your training facilitation skills need some work, have no fear! Here’s a sales manager’s guide to sales skills training that will show you how to up your team’s selling game.
Know Your Stuff
The most important part of effective sales skills training is that you demonstrate that you know your stuff. How will you be an effective teacher for your team if you don’t walk the walk? Do your research and prepare to give your employees a better learning experience. There’s a lot of prep work that goes into planning a training session but your ROI will speak for itself once your sales team starts increasing revenue.
Break it Down
While it might be appealing to organize and run one big training session that covers a range of topics, resist the temptation to do. Instead, schedule a number of shorter but frequent training opportunities. Break down your sales training into manageable chunks for your team. Adopting microlearning as a best practice and teaching one skill at a time will give your employees a chance to “get it” and put it into practice before taking on the next skill.
Giving your staff multiple opportunities to learn different skills will help you avoid inundating your employees with information. If you’re taking the time to provide your staff with sales skills training, allow them to learn effectively!
Diversify your Content
Being a good sales manager means that you know your team well. You can create sales skills training modules that will appeal to everyone by diversifying your content. Rather than using the same old structure or type of learning materials every time, keep things fresh by adding some variety.
If you are unsure of what to include, check in with your sales team to see what they would like to see. Sending out a quick survey will ensure that you take into account what your team is looking for in a training session and they will be more engaged as a result.
Make it Interactive
Interactive training sessions will improve how well your team retains the information you give them. You don’t want your team zoning out during your sales skills training sessions, do you? This is easily avoided when you make training interactive! Get your sales team to chime in, participate, and engage with what you are teaching them.
Practice asking scenario-based questions or include role playing to encourage participation. Another strategy is to provide opportunities for your team to work together and bounce ideas off each other. They can learn from each other while they are learning from you!
Provide Frequent Training Opportunities
As we have mentioned, breaking down your training into manageable modules or segments will allow your staff to gain a firm grasp of the skills they need. Scheduling frequent training opportunities will foster an environment of continuous learning in your workplace, encouraging your team to continually work towards improving their skills.
When your team is engaged in being the best sales person they can be, their work performance will improve. Consult with your team to determine the most effective frequency of training sessions and stick to a schedule! When you and your team are striving for excellence, you can’t lose!