You know that running a sales team is complex. You’re not only responsible for educating and motivating your sales team, but also for making sure they hit their targets.
That's not as easy as it sounds.
With today's sales challenges, it’s natural to expect teams to try to motivate themselves. But what happens when that motivation just isn't enough?
Many companies now offer their teams sales training programs as part of their larger sales enablement strategy. They do this to motivate their sales reps and make sure they achieve their goals in a healthy learning environment.
How can sales training motivate your sales team? Sales training identifies reps’ strengths and areas of opportunity, builds consistency, and focuses your team’s efforts on the results you want to achieve.
There are many different sales training programs available, which can be customized based on your industry or business needs. From improving certain skills to helping new reps become product experts, there is something for everyone to learn. But how exactly will you motivate your teams?
Challenges Sales Teams Face
Most teams will face some common sales training challenges, like:
- Matching long-term sales strategy with short-term incentives and motivation
- Teaching to each salesperson’s different learning style
- Transitioning to remote or partially remote learning
- Encouraging employees to have a positive attitude about training
Motivation is key because without it, your sales teams won't be able to close deals or generate leads no matter how good the product is.
Investing in a sales training program can play an important role in motivating your team by bolstering their knowledge and confidence.
Goals of a Sales Training Program
A good sales training program will:
- Increase ramp time and get team members in the game as soon as possible. This will also decrease turnover and lower your attrition rate
- Build consistency and elevate your team’s skills
- Create product experts out of every team member
- Align the team with the company’s core values, allowing them to see the bigger picture
- Standardize processes so teams work as a cohesive unit
With all of these elements working together, your sales training program should produce knowledgeable, confident, and highly motivated reps. You want a team that trusts each other, trusts what they’re selling, and wants to use that trust to drive value for each and every customer.
Key Training Strategies
There are several key strategies that can help you achieve your sales training goals:
- Give your teams as much face-to-face contact as possible. This is especially important for keeping remote teams engaged and feeling like they’re still part of the team.
- Encourage collaboration. You want your team members to know and be comfortable with each other, and understand how everyone’s strengths contribute to the team.
- Evaluate everyone’s skills and areas of opportunity. Then, you can help team members learn from each other by matching them to partners with complementary skills.
- Keep the feedback loop open. Encouraging constructive feedback is critical to helping team members improve their skills. With the mindset that everyone is here to achieve the same goal, you can facilitate a culture of kind and constructive feedback, without hurting feelings or involving egos.
- Offer easy access to resources. The best way to do this is by compiling a library of resources that everyone can view. Sync frequently about upcoming features, updates, and other product news.
- Train the way employees learn best. Once you get a better understanding of everyone’s learning styles, you can adjust your training to match. It’s important to try multiple approaches and focus on each member’s individual strengths.