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What is sales training?

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Sales training is structured education and coaching. The main idea behind its design is to equip sales personnel with skills, knowledge, and behavioral patterns to sell products or services to customers effectively. It encompasses procedures across the entire process, from lead generation to closing deals. The key is to create a team that can consistently meet and exceed revenue targets. These days, the easiest way to achieve this goal is to use a specially designed LMS for sales training.

Productivity and performance of teams. It is usually a continuous effort, not just a one-time event, to keep skills sharp. Whether you are willing to build a learning management system for restaurants or any other business, training sales help reps stay current and develop new competencies as markets, products, and techniques evolve.

5 Sales training benefits companies need to know

So, why is sales training important? Overall, the importance of learning sales is highly defined by the requirements of every business that faces this question. However, it is not that complicated. Here are the most important sales training benefits.

1: Higher close rate

One major benefit of sales training is increased closing rates. When reps are armed with the right selling skills and messaging, they can move more prospects through the sales funnel and convert more leads into customers. This directly translates to higher revenues. Studies show sales training can improve close rates by over 20%.

2: Employee retention

Effective sales honing academy also boosts employee retention and reduces turnover costs. For example, within a bank training program, 58% of sales reps who received weekly training were less likely to leave their company. Ongoing skills development makes employees feel more supported and valued in their roles. They become more embedded and motivated to stay with the organization longer.

3: Shorter sales cycles

With the right training, sales reps also get better at progressing opportunities and shortening the sales skills training cycle. They waste less time with unqualified leads and capably guide qualified prospects to close faster. This increases efficiency across the sales organization and allows companies to scale revenues quicker.

4: Achieve objectives

Additionally, sales learning helps teams achieve revenue targets more consistently. Customized training aligned to company sales objectives gives reps the required knowledge and skills to execute organizational goals based on product offerings and growth strategies. It builds alignment across the sales organization.

5: Business growth

Ultimately, all these benefits feed into the overarching result that companies want business growth. More closed deals, lower turnover, and optimized sales processes spur faster growth. BDC University found that 79% of companies surveyed saw sales increase after training reps. Investment in skills pays dividends across key metrics.

What are the different types of sales training?

There are a few formats that sales training commonly takes:

  • Sales Training Programs

Formal learning puts reps through a structured curriculum focused on content knowledge, selling techniques, tools proficiency and more. The programs can be from the onboarding of newcomers up to advanced skill-building for tenured reps. Curriculums tap sources like:

  • Custom content tailored to company products, customers, values
  • Off-the-shelf course libraries around universal selling skills
  • External workshops or events on specialized sales topics

Training can take place online, in-person, or in blended formats. Gamification, role-playing, and coaching are often integrated to drive skill application.

  • Sales coaching

Dedicated sales coaching provides ongoing development for individuals or teams. Sales coaches observe reps in action, provide feedback, and work with them one-on-one to improve skills. Coaching sessions draw out growth areas and let reps practice new tactics in a safe environment. Data is leveraged to track progress over time.

  • Sales consulting

Bringing in external sales consultants can provide an objective outside perspective on areas for organizational improvement. Consultants specialize in diagnosing sales processes and infrastructure to spot gaps and identify capabilities needing enhancement. Many provide advisory services rather than just train outright.

  • Licensing

Licensing involves structured programs to gain industry credentialing. Obtaining a professional certification demonstrates a salesperson’s expertise both inside and outside the company. Common examples like the Certified Sales Leadership Professional (CSLP) have rigorous requirements designed to confirm advanced skills.

Best sales training topics to build skills

Specific topics to cover through training include company needs, product complexity, buyer landscapes, and other situational factors. However, some foundational areas will apply broadly for taking amateur reps to rockstar status:

  • Leading a thorough needs discovery

Top performers master the art of asking the right questions to understand prospect motivations and pain points deeply. Training on needs discovery techniques helps reps segment and qualify leads more effectively to set up deals for success down the line.

  • Overcoming objections

Even strong pitches will inevitably invite objections. Build reps’ confidence and capacity to address concerns professionally, steer the conversation, and keep opportunities progressing towards a yes.

  • Qualifying the sale

Weed out tyre kickers as early as possible. Equip reps to read buying signals, gauge deal viability, and double down on hot leads that warrant more time investment to move forward.

  • Winning opportunities

As deals head down the stretch, extra training on presenting proposals, negotiating contracts, and handling final obstacles can give reps that extra edge to seal satisfied customers.

  • Making A powerful impact and ROI case

At its core, selling boils down to convincing buyers why they can’t live without your solution. Give reps the tools to compellingly convey ROI, back up claims with social proof, and make buyers believe the juice is worth the squeeze.

Wrap up

With the right curriculum and delivery, a well-made learning program generates triple-threat benefits: growing revenue by enhancing rep capabilities, retaining top talent by showing investment in their careers, and pushing the business growth flywheel faster.

As the saying goes, what gets measured gets managed. Companies that make sales training a cornerstone of their go-to-market strategy set their people and organization up for scalable success.

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