An ES Research shows that between 85% and 90% of sales coaching has no lasting impact after 120 days. If such is the case even for old hands, then whatever influence an off-the-shelf sales course might have on beginners will likely ebb out much sooner.
This doesn’t have to be the rule, though. Getting the proper guidance can help freshly minted reps hit the ground running and set them up for long-term success. Here are five tips to keep in mind when finding the sales training for beginners.
Teaches basic sales skills
Developing a strong understanding of the basics helps ensure that more complex concepts can be grasped and implemented quickly. As the expression goes – Before you run, you must learn how to walk.
Look for a program that can arm your reps with core skills, such as:
- Active listening
- Product knowledge
- Building rapport
Caters to different learning styles
A great sales training course considers how people learn best. Everyone has their own unique approach to learning. Catering to this gives everyone a chance to learn at their own pace and absorb new information without feeling overwhelmed or discouraged.
For this reason, it helps to settle on a curriculum that caters to the four main learning styles. These are:
- Reading and writing
Engagement and confidence can soar if you teach in the learners’ preferred styles.
Has top-rated instructors
The quality of the sales instructor wields a strong influence on the training they provide. So, before you settle on the first vendor or curriculum that catches your eye, do a deep dive into what they’re bringing to the table.
Here are a few important traits to look out for.
- Knowledge of your industry and business practices.
- Excellent oral communication skills.
- Outstanding coaching skills.
- Varied teaching strategies.
- Glowing performance statistics and client reviews.
A well-rounded trainer is unlikely to get ill at ease when you want to check out their course alignment with your corporate culture. If they seem edgy or hesitant to open up, that’s a red flag. You’re better off going back on the hunt.
Includes ongoing assessments
Ongoing assessments offer you a view of each trainee’s progress. The coach can then reinforce the skills your reps need to brush up on. Keeping track of how training is going also helps you weigh the curriculum’s effectiveness.
A Richardson study found that learners lose 80% of lecture content within 90 days. Regularly checking in with trainees boosts knowledge retention. Some effective tools for this are:
- Pop quizzes
- Training surveys
- Peer-to-peer instruction
Offers CRM training
Customer relationship management (CRM) is critical to business growth. According to Salesforce, CRM applications can help increase sales by up to 29%. So, getting an expert to teach your employees the ins and outs of CRM is a great start to their careers.
With CRM training, your team members can get a firm grasp of crucial sales tasks, such as:
- Lead generation
- Prospect nurturing
- Customer segmentation
A generic course can dish out a lot of information, but rarely does it cover all specifics that you need for your team. However, the best sales curriculum is one that is oriented to your business’s specific needs and those of your reps.
So, bypass the generic route and look for a training provider who can tailor the course just for you. Spend time finding out what tailored features they offer, such as custom content and assessments, as well as the ability to adjust their teaching style to fit your business culture.
It’s been said that sales is the lifeblood of any business. Investing in a world-class training program is a surefire way to give new reps a solid running start. Being well-equipped to provide the best service possible can help secure your company’s bottom line.