Your organization relies solely on its sales team to generate revenue. If your sales people aren’t in tune with modern buyers, aren’t using the most effective strategies, and aren’t productive and efficient, your company is at risk of failing.
The sales your reps bring in allow you to continue to operate, stay afloat, and grow. If their sales are faltering, you need to take action. You need to invest in sales training to increase sales.
Here’s how training will help.
1. More Reps Will Achieve Their Quota
In most sales organizations, 80% of the sales are closed by 20% of the sales team. That means the vast majority of your reps might be underperforming. It doesn’t have to be this way, though.
Sales training is often targeted to the middle of the pack. It can give your mediocre sales people the tools, knowledge, and confidence they need to boost performance and start meeting their sales quotas. With more sales people meeting their quotas, your sales are sure to increase.
2. Faster Onboarding
Training is a critical part of onboarding. Your new reps need to understand your sales process and the best sales strategies to use on your unique audience in your industry. They need to get to know your products and your methods. There’s a lot to know for a new employee. And it can take time to get up to speed.
But the more time it takes for them to ramp up, the more time and money you’re spending on a sales person who isn’t selling yet.
With sales training, you can ramp up new employees quicker so they can get selling without further delay.
3. Lower Turnover
Turnover in sales is a huge problem. If your sales people feel like they can’t make a sale to save their lives, they’re not going to enjoy working for you. They’ll be stressed out and worried all of the time by their underperformance. And they’ll probably leave. On the other side of the coin, if sales people are underperforming, you may be forced to let them go.
Either way, high turnover in sales can be costly. And having to constantly hire and onboard new employees will affect sales significantly.
Through effective sales training, you can successfully lower your sales turnover. Your reps will be ready, able, and confident in their roles, so they’ll be less likely to move on.
4. Improve Productivity and Efficiency
A surefire way to increase sales is to reduce wasted time. If your sales people are constantly in the office creating presentations, inputting data, and generating reports, they’ll have less time left over to go out and do what they’re supposed to be doing—selling.
Sales training can provide you with the tools and technologies you need to improve sales efficiency and productivity. When tedious activities are automated, your sales people can get back to the work that matters, which means increased sales for your organization.
5. Enhanced Sales Skills
Sales training is often seen as a one-time activity, when in fact it should be ongoing. The sales environment is constantly changing, buyer behaviours have evolved, and new trends are always hitting the market. If your sales people go through training only once during onboarding, their skills will quickly become outdated and irrelevant.
Ongoing training can help them keep their sales skills sharp and help them learn new relevant skills to adapt to the way customers buy today. A sales trainer can offer best practice and recommendations for sales strategies and tactics that are proven to work in the modern sales environment. Training can also help improve your reps’ soft skills, which are more important today than ever before in sales. You can then work on your reps’ strengths and weaknesses to make them the best sales people they can be.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.