Success is something we all strive for. In the business world, that means aiming high for profits. But you might not have started your business with any solid sales experience up your sleeve. It’s important that you or someone in your company is able to properly manage a sales team. We can all benefit from taking into consideration some sales training advice.
Identify Strengths & Weaknesses
Regardless of the size of your sales team, people are going to have their unique set of gifts and difficulties. It can prove to be very valuable to be familiar with the personalities on your team. Let’s say you are able to figure out that Becky has a very high success rate when selling to women and a low success rate when selling to men.
This means that you could ensure that Becky starts to allocate the majority of her time selling to women. And if one of your salespeople is consistently losing calls after failing to have a timely answer for important questions, that’s a weakness that needs to be worked on.
Shadowing / Mentorship
Being able to act as an apprentice and learn under a master is invaluable in any field, with an emphasis when it comes to sales. If you already have some skilled salesmen and saleswomen in the office or in another branch, give them a chance to mentor one another. To watch a master in action, ask questions, share thoughts, develop a relationship, and form new behaviors is priceless.Some businesses are even able to send their sales team to sales training conferences.
Analyze Sales Calls
Being able to analyze sales calls is one of the greatest ways to strengthen your team’s skills. This is something that you can do with your sales team individually and as a group. It is best to do a mix of both. See how your team is reacting to customer pain points, if they are putting customers on hold excessively, being impolite, providing inaccurate information, etc. These are all examples of things to be looking out for. Highlight what is being done well and bring to the surface any problems.
Offer Personality Assessments
We talked about how it can be beneficial to be familiar with who your team is as individuals. But we can’t always be accurate in our judgments of others. One thing that you can offer to your sales team is personality assessments so that they can learn about themselves and so that you can in turn learn about them.
Depending on what is learned, things like objection handling and empathetic listening skills may become easier with a different approach for someone who didn’t realize that they were struggling with those things.
Better Understand Your Buyers
Your sales pitches are probably already crafted with the customer in mind. If not, they should be. But there’s more to the customer than their age and gender. As a simple example, let’s say you realize that leads from a certain region aren’t responding well to being offered the premium level option. Your reaction should be to adjust your pitch based on where a lead is located. Learning more about your ideal customer and the leads that you are working with can greatly increase sales.
Conclusion
Even people on your sales team with natural selling skills can benefit from expanding their knowledge. Are you ready to confidently lead your sales team? If you’re in the greater Louisville area, including Jeffersonville, Clarksville, New Albany, Shively, Saint Matthews, etc., you can benefit from getting in touch with a business coach.
