No matter how many talented sales reps you hire, the sales training you offer them has a huge influence on their ultimate ability to sell successfully. There are a million experts touting their training methods as the best, but you need to find the right sales training that works for your team, tailored specifically to fit your business objectives.
The best training methods show measurable, repeatable results. Your sales team should be focused on data, and your sales training should also be driven by the numbers.
Create a Goal
Before you even start training sales reps, you have to analyze your own business and identify the key sales metrics and activities that signify success. You should then share these goals openly with new employees, explaining the sales team’s revenue goals for the quarter and the metrics each individual rep will need to hit. If you’re training new Sales Development Reps (SDRs), discuss activity levels, calls dialed and meetings booked as the expectations they will have to meet. If you’re training new Inside Sales Reps (ISRs), talk about how you will assign fair, dollar-based quotas to each rep and why. These goals will help new reps understand how your team measures success, and offer them a concrete goal to reach.
Give Reps Resources
On the first day, hand every new sales reps a copy of your Sales Playbook, which provides them with written guidance about your company’s specific sales process, selling system, CRM practices and more. With that information in hand as a constant reference, you can start to train them on the skills they need, including perfecting the sales pitch, the company’s value proposition, learning the product, and more.
With the playbook in hand, you can then offer practical teachings in sales. You need to give reps a chance to work on their pitches with role playing and hands-on workshops. Your existing successful reps are also a great resource here – new reps should spend a great deal of time listening in on their calls and learning from the best. With a combination of written resources and live learning experiences, new reps should have the tools to begin to develop their selling skills.
Offer Continuous Sales Coaching
As your reps get up to speed and use their newly-acquired sales skills and product knowledge, you have to provide ongoing coaching and training based on individual performance. Look at the data and track which reps are keeping up with activity levels, which reps are struggling to meet their goals, and more importantly, why.
In this report, you can see exactly what each of your newest reps has been up to in their first month on the job. Track calls, connects, meetings scheduled, demos completed and more. If you think a rep is having trouble meeting goals because of a weak sales pitch, or they have trouble overcoming objections from prospects, you can offer personally-tailored, one-on-one analytical sales coaching to help improve that skill.
Hold Reps Accountable
In addition to activity levels, you also need to keep an eye on your overall sales bookings and how new reps are contributing. How many deals have they closed? How close are they to their overall goals? This will show whether your training sessions and coaching efforts are working.
This report shows you exactly how much your reps have closed so far, in comparison to their overall sales goals. If a new rep is struggling to meet goals month after month, it’s time to go back to coaching, offer suggestions for improvement based on the data, and keep a closer eye on that rep’s progress. Your goal should be continuous learning and continuous improvement for the newest members of your team.
Don’t just make up a sales training method you think works. By using data to track successful behaviors and analyze individual sales reps, you can create an efficient and successful data-driven sales training method for your entire team.