How to create sales training

Sales training is necessary for the formation of the traits and skills of effective salespeople. The results of the work of employees who bring money to the company largely depend on the quality of training. At sales training, participants develop skills in establishing contact with the client, identifying needs and working with objections.

Clearly define the purpose and topic of future training. Avoid common concepts and overly broad areas of study. Remember that the circle of issues discussed should correspond to the time allotted for training. If you have the opportunity to conduct a full eight-hour sales training, as part of the training for managers, you can perfectly work out one of the stages of sales or give an understanding of the features of each stage of the deal for beginners.

Sales training is conducted not only for new employees, but also for rather experienced salespeople. Sometimes training managers in an active form gives not so much new knowledge and skills as a positive attitude towards future work. At the end of the training, participants feel an increase in strength, drive and a desire to achieve high results in their work. If your goal is to restore the fighting spirit of sellers, devote most of your training to games and creative assignments, rather than submitting new material.

Your training should have a clear structure. At the beginning of the lesson, it is necessary to establish contact with the participants and achieve contact between the students. Without a certain degree of trust in each other, they will not be able to open up to practice skills during role-playing games. You can get acquainted during the small presentations of each participant. Be sure to collect the expectations of sales managers. It is important to know how they represent future training and what results they want to receive from it. At the same time, you will turn on the attention of the audience and contribute to the right attitude.

Alternate different blocks and methods of working with the audience. You cannot submit new material in monologue mode for a long time. After 15 minutes, you just get tired of listening. After a short lecture, arrange a discussion or give assignments to the participants of the sales training. Trainees for practicing material at your discretion can be divided into groups.

Use different ways of presenting material: orally, on an interactive whiteboard, using audio recordings or videos. Give participants a break. This does not have to be a lunch break or a smoke break. Rest can be in the form of a short workout. At the end of the training, get feedback from sales managers. Finish the session on a positive note, note the achievements of each of the group.