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Salespeople Training - Training Techniques for Sales Staff

Salespeople Training - Training Techniques for Sales Staff

Depending on the nature and size of your business, you may require a team of salespeople to achieve your goals - and they will need training. If you already have an experienced team in place, restructuring your sales strategy may give you that extra profit margin you've been craving.

Leading marketing managers recommend kicking off the training program by ensuring the team understands your policies, procedures and code of conduct. This may sound obvious, but it is vital that you not make any assumptions. Being clear with employees upfront may eliminate future conflicts.

The following is a basic list of information to include in your sales training manuals:

  • Shift/salesperson schedule details
  • Clear outline of company benefits
  • Sales quotas (e.g. $5,000 a month; 30 units weekly)
  • Company history
  • Company policies and procedures (e.g. dress code, call-off procedures)
  • Product information
  • Pay structure
  • Incentives
  • Bonuses

Encourage your sales team to set their own goals for success. This gives them a sense of ownership and a stronger feeling of accomplishment once they reach and surpass their goals.

Learning - in detail - about the products or services your company offers is a lengthy process. Allow new employees sufficient time, based on product/service complexity, to observe successful sales presentations within your organization. By the same token, encourage each sales member to develop his or her own presentation; this will make their respective pitches more natural. Also, ask the sales team to role-play with one another for practice. Rehearsing the presentation again and again will boost confidence, bolster morale and elicit camaraderie.


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