Make your sales training a huge success.
How do you do that though? That is a great question. The right trainer is going to be your first step. Even with awesome information, representation, and tools, the wrong trainer can put your trainees to sleep.
Hiring a good trainer will take a little work, but the right trainer will be able to make your sales training a huge success. The higher amount of enthusiasm you are able to instill in the team being trained, the more enthusiasm the salespeople will take to your customers.
When you are working with your sales training criteria, it is important to make the training and sales information personal and unique. Each person has their own unique abilities and if the training emphasizes on these attributes and includes them in the training there is a higher chance of success. People want to be themselves and want to show off their abilities.
When training is more personalized it brings it to the realm of the people who are being trained. If they do not have to reach, as far, in order to consume the training, it is more likely they will catch on. Catching on is the first step to getting interested. If they are interested, they will want to learn more.
Reinforcing the training will help to make the training a huge success. The reinforcement of the training comes from the tools and resources that will be used in the sales process. For example: If a salesperson will be using a certain product, it is good to have that product visual, over and over again in the training. This way the information about that product will be in their long-term memory. If the product has five specific areas that a salesperson will use as part of the pitch they use, then it is important to bring up those five specific areas repeatedly.
Part of reinforcing is visible information. If you are going to have specific areas covered, sayings, logos, or information, create a poster with these things on them. Display this information around the training area or on the board at the front. This will help get their attention and will be what they look at when they are in a deeper thought process.
Next it will be important to let the salesperson know that there will be coaching during the training and after the training. This can be as simple as questions to the salespeople during the training, and then some review coaching and questions after the training. This will help the salesperson stay more focused and on track. They will want to be able to answer the questions. No one wants to look stupid, or like they were not paying attention.
Finally when the training is finished, it is important to hold the salespeople responsible for the training they received. This training cost the company money and time. Therefore it is important that the salespeople understand that the company was doing this training for the benefit of the salesperson as much as for the company.
There should be some sort of consequence and or benefit to paying attention to the training. The main benefit is of course that they will be able to do their job better. Though, this is not always enough. Small incentives during the training help. Also, after the training if the salespeople do well with the training, there should be a positive end result.
Showing the highest performance of a group is a good way to show responsibility. Also, as a team effort if they worked well as a team, it is a good idea to finish with a great team activity. This can be a potluck, company lunch or even a small cheesy award ceremony. Use your creativity to come up with a way to recognize the good listeners and learners.
There are many things that you can do in order to make training a huge success. However with these simple ideas in mind, you will find that the training will be more successful and will definitely be more fun.