It’s a difficult task to get your salespeople ready for victory. They must be specialists in their product and service portfolios, as well as have credible industry knowledge. Building a successful training program, like what TeamAcademy offers, that provides your sales team with the skills and resources they need to generate those valuable buyer interactions begins with establishing one. Whether you’re delivering training in person or virtually, your course should include three key elements and follow the five stages outlined below.

Start With an Executive-level Program

The program’s objectives and outcomes, as well as the training route for your sales enablement program, will be defined by its definition. Many people will have ideas about what salespeople should know and which skills they need to succeed, but first-level sales managers and executives are the most essential stakeholders.

Managers will know immediately what knowledge and abilities their ramping and ramped reps need to reach their goals, which will necessitate ongoing assessment, coaching, and development throughout the year.

Furthermore, the market will change as a result of new capabilities being released by segment or area, and by the marketing team’s advertising and campaign approach to increase awareness and create demand. These roadmaps should correspond to the training roadmap, with targets connected to sales performance.

3 Key Components of a Successful Sales Training Program

Interactive Sessions

The most frequent form of training is live workshops (also known as “talking head” presentations), since they may be prepared quickly, allow for late-minute modifications, do not require a practice session, and focus on lecture rather than activity. While interaction is necessary for knowledge acquisition, it is challenging to develop and must be delivered by experts.

Even with the AI-driven approach, your training program should still include many interactive activities that demand salespeople to interact with one another and the trainer. Brainstorming, sharing experiences, and discussing solutions to a problem are all wonderful alternatives. Situational exercises and role-plays are extremely successful methods of assisting the team in learning and connecting. Consider having each participant make a sales pitch to the group before inviting the remainder of the crew to offer comments on their presentation.

Interdepartmental Connections

Selling is a three-legged stool, and it requires collaboration among sales, marketing, and product teams. Including all three departments in sales training provides for a more complete experience and encourages closer ties between the groups, which will pay off down the road. Invite the product team to share expertise on products and services, special features, and new product developments with the marketing team.

The Customer Perspective

It’s a fantastic idea to enlist customers in your training program. Isn’t it amazing? Don’t be surprised. Customers are better informed on the buyer experience than anyone else. Inviting clients to take part in training sessions gives the sales team a unique and important viewpoint. Customers can describe their purchasing experiences, how they use your product or service, and any difficulties they encounter.

5 Steps to Build a Successful Sales Training Program

Once you’ve secured those three essential building blocks, use the following five steps to create your training program as part of your overall sales enablement plan:

Define Objectives and Key Performance Indicators (KPIs)

A sales training program should be designed to meet particular sales goals such as increasing quotas, speeding up the sale cycle, and achieving more wins. Start by defining your sales targets; then create materials and training sessions that support each one. Use KPIs and other performance indicators to help you track your development during the training course.

Identify Performance Gaps

Regularly analyzing team and individual performance gaps provides useful hints on where to focus training. If the entire group has difficulty promoting a certain service or some individuals continually fall short of their goals, you may build training courses and materials to address those shortcomings.

Make Materials Accessible

Salespeople don’t just get trained during onboarding or new product launches. Set the expectation that training is an important component of each salesperson’s job; then, make sure resources are readily available and frequently updated. Sales enablement software is especially beneficial in assisting these procedures.

Boost Retention

You put time and resources into training, only to have your salespeople forget what you taught them. To avoid this problem from occurring, include procedures that increase retention in your training design, such as:

  • Keep your inventory up to date and share it with the sales team.
  • Creating an environment in which managers must frequently meet with salespeople to assess their skills.
  • To assist team members, retain their skills and knowledge, organizations should engage in coaching

Ask for Feedback

A successful training program, like TeamAcademy,  must be dynamic. You must know if the training is effective and how to improve it, which requires asking salespeople and sales leaders for feedback. Consider conducting anonymous surveys to get accurate opinions regularly. Use the information to fine-tune your procedures, develop new teaching material, and keep your training program on track with TeamAcademy.

Join TeamAcademy

With TeamAcademy, there is no brochure, no PowerPoint presentation (unless you want it). What you will receive, on the other hand, are Trainers in jeans with a flip chart and marker pens because our facilitators are so amazing that they can focus on the in-the-moment learning that needs to happen in the room.