By the way, training activities are vital for successful companies, especially during transportation email list the coronavirus crisis . According to the meetime study, 84% of companies had negative impacts on transactional sales (one-off and sporadic). In the case of recurring sales (monthly and annual payments), 73% were negatively impacted.
In this pandemic scenario, the sales area needs to shine. So, how about taking advantage of these tips for sales training? To do so, check out an incredible video class given by speaker thiago concer .
+5 super tips for sales training
below, we have listed 5 tips for sales training, considering the stages: before, during and after. After all, after-sales is one of the main factors for customer loyalty, isn't it?
1. Research your competitors’ best practices
benchmarking is a great way to find out what’s working, especially for your competitors. Speaking of which, we’ve put together a podcast that talks about inside sales and remote team productivity .
Https://open.spotify.com/episode/0wzw2q ... cp8_qyqrnw
2. Map organizational demands
here, the tip is to know your strengths and opportunities for improvement. Some examples are:
leadership : does the whole team know which direction to follow? In this sense, it is ideal to train leaders who combine soft and hard skills . In this way, the company values human capital, including for teams working from home;
operational : have you identified any type of problem in the operation of the products or services? If the answer is yes, it is essential that the sales staff are aware of this, so that everyone is “on the same page”;
communication : choosing a good approach is key to success in consultative selling. This is especially true when dealing with sensitive issues, such as potential operational problems. Therefore, there are persuasion techniques and techniques for dealing with objections . In parallel, other resources can be: mental triggers and storytelling ;
presentation of new techniques : as an example, we have the 4 stages of spin selling. First, it is necessary to understand the prospect's situation and recognize the problem. Then, verify the impact of what was raised and reinforce the need for the product as a solution to the problem.
After-sales : use the net promoter score (nps) to measure customer satisfaction and identify areas for improvement. For example, one of the gaps identified may be related to doubts about the product’s features. With this in mind, you can better train your team to explain this issue at the time of sale.
3. Conduct corporate training online
after mapping out the demands, it's time to get down to work. There are actually several types of training , such as: internal (within the company) and external (at another location). In addition, there is the “on the job” option, whose training action adapts to the activities of the sector.
However, the golden tip is to bet on the cost-benefit of ead (distance learning) or hybrid teaching (semi-presential). After all, these modalities bring more flexibility , inclusion and autonomy in studies.
In fact, you can even customize online corporate training according to the team's needs:
microlearning : “pills” of information, for short-term learning;
mobile learning : content optimized for cell phones and mobile devices;
webinar or web conference : presentations given by experts in the field.
4. Promote a culture of quality and excellence
quality and excellence in customer service effectively contribute to customer loyalty. According to kpmg, when consumers are “won over”, 86% of them become loyal to the brand. Therefore, they recommend the products (or services) to others.
In this sense, we recommend the agendor web series , which has 7 creative and informative episodes. To begin with, the first video talks about: how to maintain a good relationship with customers?
By the way, also watch the other videos in this series, which include:
learn how to make your team communicate efficiently ;
discover the importance of evaluating results ;
conclusions and other tips for sales training.
5. Track performance metrics
finally, we cannot fail to mention training and development (t&d) indicators. They allow us to measure the effectiveness of training actions and also redirect resources.
