Today’s sales teams must navigate a rapidly changing business landscape, meet increasing needs of prospects, and foster long-lasting relationships. By fully enabling your sales team with a structured training curriculum around the most successful practices, you are taking a strategic and proactive approach to empowering your salespeople and maximizing selling effectiveness. This type of training typically involves developing selling skills, including leveraging productivity tools and technologies, and arming your team with the necessary product knowledge and context to improve their win ratio and help them engage buyers throughout the sales process.
The result: maximum ROI on your selling investments.
The purpose of sales enablement training is to leverage the most successful practices consistently across your sales teams by providing them with the guidance, tools, training, and skills to properly nurture the buyer throughout the buying process. In today’s fast-paced sales environment, sales enablement and training are critical.
Common training topics for sales enablement training include lead generation, cross-selling, upselling, customer objections, techniques for uncovering unmet needs, and how to collaborate with customers to develop the right solutions for their problems. Salespeople also need to learn organization-specific sales processes and the most effective way to use customer-facing collateral. Most importantly, the training needs to convey an understanding of who the customer is and what they need.
The most important step organizations can take when training their sales teams is to ensure continuous training, rather than a one-and-done effort. Using multiple delivery modes within a blended learning program will allow for the most effective delivery of the topic at hand.
Delivery method examples:
Organizations that provide easily accessible and easy to understand training at the moment of need, perhaps prior to a demonstration call or sales presentation, will produce an effective and efficient sales team with increased productivity. Keep in mind that whatever the training strategy may be, it is important to align the objectives with performance goals and targets.
To create effective product and sales enablement training, we start with a human-centered design process to discover what your learners really need to develop meaningful sales solutions. Your strategy must align with your organization’s go-to-market strategy and the desired customer experience.
This includes developing a deep understanding of the learner through the use of Empathy Maps, Learner Personas, and a Day-in-the-Life/Journey Maps. We analyze your current program and identify activities, content, and tactics that drive successful customer interactions, and what may be less critical to learners’ every-day needs. We then design a comprehensive learning solution and create custom content to ensure your salespeople have the knowledge, skills and on-the-job resources required to perform their roles confidently and proficiently.
By providing your learners with the right materials at the right time, and the knowledge and soft skills they need to communicate with their customers, you will be well on your way to meeting your organizational sales goals.
