Developing and training the sales team with targeted sales training is essential for companies that are looking for better and better results.
It is from the training that the sales team will learn the best techniques and approaches to achieve excellence in performance and beat the goals established for the business.
In addition, promoting training actions contributes to building a culture of learning and collaboration that favors the integration of the team and the performance of the company as a whole.
1. Product and market training
Sales training on product and market consists of materials and learning actions related to explaining the product / service and the market in which it is inserted, including aspects such as:
- Features and benefits
- Ideal Customer Profile (ICP)
- Value offer
- Mainly competitors
- Positioning
- Differentials
- Pricing policy
The purpose of this type of training is to ensure that salespeople have full mastery of the features and functionality of the product/service they need to sell.
2. Operational sales training: processes and tools
In order for the sales team to work with a high level of productivity, it is essential that all professionals clearly understand what should happen from the lead entry to the closing of the sale.
For this reason, operational sales training aims precisely to make the sales team fully aware of all the processes and tools used in the department's day-to-day activities.
The idea is to make professionals experts in their roles. They are practical training, on what to do, and involve each step of the business process and the entire stack of tools involved, namely:
- Sales funnel
- Roles and responsibilities
- Interfaces with other areas
- Lead prospecting
- Lead Qualification
- Spin Selling
- Cold call
- Business proposal
- Negotiation
- Objection matrix
- Closing techniques
- CRM Update
- Register of sales made
- Sales reports
- Performance indicators
Operational training is essential for the exercise of the function. Therefore, they must be mandatorily offered to new employees and the entire team whenever there is a process or tool update or when a gap is identified.
3. Soft skills training for sales
Soft skills is the term used to define behavioral skills and subjective skills that are difficult to measure, but extremely important for professional performance.
Some fundamental soft skills to be developed by professionals working in the sales area are:
- Communication
- Resilience
- Flexibility
- Focus
- Active listening
- Empathy
- Coachability
- Analytical thinking
- Rapport
- NLP
- Motivation
- Collaboration
- Leadership
- Results oriented
As you can see, there are several soft skills important for the commercial area. Thus, the first step in creating a development plan adhering to the needs of the company and the team, is to define which of these competencies are strategic for each function of the sales team.