Good training will accomplish three goals:
- It will teach skills that develop efficient work habits (behavior).
- It will form positive attitudes that promote healthy self-esteem and belief systems.
- It will build salespeople’s knowledge of techniques which allow for qualifying, closing, and developing relationships.
Get the most out of your Sales Training:
Basic Do’s:
- Let salespeople know what you expect of them
- Let them know you are willing to help
- Give positive recognition for skills learned and results achieved
- Track activity and results
- Keep salespeople informed on how to help each other
- Provide an environment that allows people to break through comfort zones, take calculated risks, and tolerate failure (if there is learning)
Basic Don’ts:
- Don’t assume everyone learns at the same pace. Be patient; some skills may require multiple demonstrations to be learned
- Don’t expect everything to work the first time. Just because it looks easy, it may not. We all find certain skills difficult to learn or master
- Don’t assume everyone will continue to practice a skill or strategy. Re-enforcement is needed. It’s an on-going process.
- Don’t believe a salesperson knows how because they have prior experience. They may have inherited bad habits or incorrect methods that need to change.
- Don’t expect perfection too soon. It takes time to develop good skills and habits. Be patient and supportive.
- Don’t ridicule salespeople for making mistakes. We’ve all learned that mistakes become learning experiences. Some mistakes have been our greatest “teachers”.
- Remember, learning takes place in small steps. Focus on results, with gradual improvements. Make immediate feedback (pros and cons) the norm.
