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admin | Matrix Exercise Equipment | 07.02.2015
The Astute team have many years of experience in developing sales courses, working to develop sales teams, from new recruits through to experienced and proven professionals.
With the constant evolving technology and the constantly fluctuating economy, people perception about the markets change almost daily. Experienced sales professionals often get stuck in their old methods and doesna€™t realize that consumer perception has changed and maybe ita€™s time when the sales professional needs to review his strategies and tactics before making his sales call. Work Better Training works with the sales professional who already have moderate experience and wants to develop their skills further to enhance their impact, effectiveness and efficiency.
In this interactive workshop, sales people engage in lively discussions, participate in role plays, and work on individual sales application exercises tailored to their industry, products and services. For Increased Revenue: The sales department is the main revenue-generating department in an organization.
For Enhanced Product Knowledge: Information on one’s own products as well as those of competitors is fundamental for sales. For Soft Skills Training: Selling is both an art and a science as it involves analytical skills as well as creative skills.
For Motivating Sales Teams: Sales is a high pressure job that leads to frustrations among the sales team very easily. For Ensuring Business Values and Ethics: With increasing sales targets, there is a risk of employees compromising on organizational business values and ethics. To summarize, one can say that sales training is an investment that will helps organizations remain sustainable and competitive in the long run. So sales training will help to improve performance, as long as the content of the training is really best practice and equally important relevant to the specific market and company.
Developing a winning sales strategy is high on the list of every organizationa€™s priorities.
In 2014, Bersin by Deloitte reported that US spending on corporate training grew by 15% in 2013 to over $70 Billion in the US and over $130 Billion worldwide and sales training constitutes a big portion of this. But despite significant investment in sales training, are organizations meeting their goals? Here are some steps that can be taken to ensure sales training is on point, engaging and effective. Before you begin to develop a sales training program, consider the delivery method closely. Learn more in previous blog posts from Interactive Services about mobile learning, classroom training and blended learning as potential learning methods for your organization to adopt.
Sales training will be more effective if the training content is specific to the role of the employee. Presenting learners with scenarios and challenges that mirror those that occur in their daily jobs is always effective. Making use of real world examples and placing sales employees in situations they will undoubtedly be faced with in their jobs makes learning a highly interactive experience. Compliance training may be perceived as a separate issue, but it is becoming more important to incorporate it into your sales training than many might realise. Embedding awareness about compliance policies such as insider trading, anti-bribery and corruption, code of conduct and other compliance types in sales training will help your sales employees conduct business in a legal and ethical manner.

Developing a killer training program will mean little if you do not follow up, monitor performance of employees and evaluate the impact of training on ROI and the overall success of the business.
If your organization invests heavily in training, at the end of each financial year, you should be able to produce data that highlights to senior management and stakeholders how training has performed and how this has affected the business in terms of cost savings, reduced seat time in training and other key metrics that justify the money that has been invested. To learn more about measuring ROI and effectiveness of training, download this free whitepaper.
Highlighted here are just some of the steps to help develop sales training that will assist any organization in achieving its sales objectives, ROI and new heights of success on a consistent basis. Interactive Services has developed sales training for many of the world’s biggest organizationsA to helpA them improve the performance of their salesforce. Interactive Services is a global leader in custom elearning, mobile learning, classroom training and blended learning development.
By delivering this programme over an agreed time period as modules it builds strong foundations and supports individuals during the development stages of their role. Old methods sometimes do more harm than good to organization and that is why it is highly advisable to constantly review the techniques to keep up the ever-changing consumer requirements.
We train sales people on the consultative and tactical sales principles and provide specific selling techniques which coupled with participants experience paves the way for successful sales.
While covering the entire sales process participants discover how to best utilize their skills and abilities for successful sales outcome.
A new sales person needs to be well versed with the product or service that he is going to sell. Additionally, in many industries, organizations need to follow certain rules and regulations while selling a product or a service.
Sales training also provides an opportunity for managers to keep their sales team motivated. For an organization to succeed in the long run, it has to ensure that its employees follow the business values it stands for and training is an appropriate platform to drive home this message to the sales force. It also motivates the team and helps them to remain up-to-date with respect to the company’s products, market and competition.
There is much sales training on offer, but finding the effective and relevant is not as easy as it would appear. An MTD sales coach will work with you to help create the outstanding sales results that you desire. A high sales turnover is the lifeline of every successful business and when sales are slow, the business can really suffer. If your sales force is predominantly field-based, then a mobile or tablet learning solution might work best. But equally important is customizing the content and making it relevant for its intended audience.
Similarly, making stories followed by interactive discussions between sales employees a key feature of their training, whether it be in the classroom or online, is an excellent way to engage, inspire confidence and enthusiasm in your employees, particularly in sales onboarding programs. This will not only ensure that your business is protected from any risks but it will also enhance its reputation as a trustworthy organization and present your sales team as honest and respectable people. These metrics will assure your organization that its training is valuable and will establish faith in all future training as a step towards achieving long term success.

Is it an indulgence of the management whenever the budget permits or it is a part of its conscious strategy to achieve organizational goals? In this highly competitive environment, where a lot of companies are vying for customers’ attention, the onus is upon the sales people to offer the right product to the right customer at an opportune time. A training program will give an opportunity to organizations to inform the staff about the products or services that the organization provides.
It is particularly true in the service sector such as the insurance industry where employees have to adhere to the norms set by the local regulatory bodies. With team-building activities and morale boosting workshops, managers ensure that the sales team does not lose focus of the sales targets and organizational goals. However most stated sales best practice is based on, at best, anecdotal evidence with very little empirical studies, and as such much is sadly little more than hype and myth. Your sales coach will push, challenge, and demand more of you to break your sales targets, make more bonus and commissions, and to take your career to the next level.Custom Made SolutionsThe product or service that you sell requires a unique and tailored sales process based around sales technique and people skills. Or perhaps a blended learning solution where employees get their initial training in a classroom followed by mobile learning modules which can give them access to training once they are in the field. By providing training to the sales staff, organizations ensure no time is wasted in trial and error methods that individuals might adopt if left to themselves. Information can be passed on in an authentic way, leaving no room for ambiguity or misinformation that might arise if the staff is left to learn about it on their own. If employees are not made aware of these rules and regulations, companies may be answerable to the regulatory authorities.
1 above, a€?Relevancea€™ and a€?Contexta€™ are the key word a€“ what information is most important and what will enable them to do their jobs most effectively. There are organizations that think it is really a waste of time and that sales team learn best while doing their job.
There are other organizations that invest a lot of time and money to train members of their sales team. They will analyse your product, your sales scripts, how you open your conversations with the prospect, how you respond to their excuses and so on. Let’s examine how important it is for organizations to impart training to their sales force. Sales coaching is different to attending a course as it is more of an ongoing activity that keeps you motivated and on-top of what you need to do rather than a one-off course that leaves you to your own devices thereafter.Once you have decided to use an MTD sales coach you will both agree on a number of sessions that you will have together. Make fear your friend so that you can remain motivated, upbeat and handle rejection more effectively.Understand what would motivate a prospect to speak with you. Get the most out of your staff by building and coaching a high performance, self motivated team.
Boost your self-confidence.Eliminate all of the activities that are costing you sales, time and energy.

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