10 Sales Training Topics for Onboarding New Sales Reps 1) Organizational Background Information The first thing new sales professionals need to know, regardless of their prior experience, is the type of organization for which they will be working. At conferences, on the phone, or when networking, sales reps typically have a short window to make an impression, so they’ve got to make it count. Use E-Learning to Educate If your sales team doesn’t know your product front to back, even the best listeners will fall short in closing a sale. Price: Contact RAIN GroupAccording to RAIN Group's analysis of 731 purchases, the salespeople who close deals provide buyers with fresh information and ideas three times more often than losing reps. 🚀 Introducing Custom Activities: Connect the dots of EVERY lead and prospect interaction → One of the best ways for your reps to retain information could be for you to reinforce it during the training. 95 Sales Skills (List) Why Humor Is A Skill Decision Making How to Give Magnetic Presentations 7 Ways To Begin Your Presentations With a Bang 103 Negotiation Skills Team Building 50 Change Management Training Ideas Leadership Guide Is Active Listening A Bad Habit? 7 Sales Training Games That Actually Boost Your Skills. That’s an example of a training idea implemented with purpose, a clear goal, and actionable next steps to ensure the knowledge and skills and retained. This sales training game aims to demonstrate the point that sales is a numbers game and the more you participate (roll the dice) the higher the chance of getting a six (close the sale). This information is important so reps can speak knowledgeably about products to prospects, set proper expectations for the end user, and earn the trust of those they’re talking to, answering question two. He and his team worked to determine the best ways to ensure that the break or breach wouldn’t happen. This template is pre-filled with the sections you’ll find on most sales training plans. Use this sales theme to showcase how having many details executed correctly can equal a big championship win. Instruct each rep to approach a stranger and ask a question. The concept of the elevator pitch (or e–pitch) is simple — you’re in an elevator with somebody you’re trying to sell to, and have only 30-60 seconds to make your case before that person gets off the elevator. This develops sales reps' muscles for reading prospects and knowing when to push further or quit. Negotiation Training Negotiating behavior and strategy. Spontaneous pop quizzes during training and onboarding sessions can keep your salespeople engaged, particularly if the testing is gamified. Swing for the Fences! The presentation could follow one of your buyer personas realizing their problem, looking for solutions, how they stumbled upon your business, and what made them choose to do business with you. Keep track, and the person who asks the most logical next questions wins. Understandable:Everyone hearing your pitch should get a proper snap… Points are awarded to reps based on how many times they are able to push the stranger for more information. Reward the Bingo! card with common sales tactics and milestones (such as "price objection" or "need/pain identified"). It can focus on one specific aspect of your product/service for a more thorough deep dive. More importantly, they can explain what they learned and how they addressed the problem next time. Each team then collaborates to come up with a purpose for the item, identify the pain it solves, and script messaging for a "commercial" to "sell" the item to the group. End each day evaluating your performance and identify one item upon which you can improve. Ask your employees to break their stories into: The problem the customer encountered Sales is a lot like that. Stay up to date with the latest marketing, sales, and service tips and news. Premium plans, Connect your favorite apps to HubSpot. Question three is where you match a training idea or activity to teach or outline the learning you want to highlight, so maybe you decide that a sales rep giving a successful product demo is the best training idea for addressing this need. In fact, if that’s your current system, all of that hard work and training could be forgotten by your team in just a few months. Blog Posts & Infographics. 1. See all integrations. However, what might be even more valuable is a sales failure panel. The challenge could involve picking anything in the room or office. Encourage the use of sales tools. Report violations, Effective Presentations to Hostile Audiences, 10+ Ways to Overcome Your Fear of Public Speaking, How to Stop Worrying About Leadership and Start Leading. Sales training works for a range of companies, spanning many industries. Get certified. Each rep must initiate a conversation with a stranger and "prospect" for personal information during the course of the conversation. How can we support salespeople if they are struggling to learn the skill. Sales Training Ideas. Then, write out a one or two-sentence scenario where a potential customer would benefit from it. Ross Nibur, Director of Revenue Operations and Strategy (and former Director of Business Development) at Toast, proposes a four-step process to developing and implementing any sales training idea. How can we ensure salespeople retain this knowledge? You would then express a common problem a potential customer might look to your company to solve. Originally published Jun 16, 2020 1:30:00 PM, updated June 16 2020, 21 Sales Training Games, Activities, & Ideas to Ramp Up Your Team, Featured Resource: Sales Training Template for Your New Hires, free Inbound Sales Certification and Course, How to Train your SDR Team, According to HubSpot Managers, How to Crush Your First 100 Days as an SDR, According to HubSpot Reps Who've Done It. It exposes your reps to what internal documentation you already have on the subject. Then, the rep needs to figure out the best question to ask in response to that need. Almost 75% of sales kickoff attendees say their company's SKO doesn't merit an "A" grade, while 29% rate it a "C" or below. That way they’ll be locked and loaded when someone brings that concern up on a call. Perfecting a short elevator pitch or 30-second commercial can have a massive effect on results. Fun sales training exercises can be a great way to help your team develop those critical skills that make the difference between a rookie and a pro, and they don’t even take that much time to do. The course has been taken thousands of times and can be a helpful step in making salespeople better at their jobs. Free and premium plans, Content management system software. Coaching them on their strengths and sticking points is an ongoing job. As for question four, new reps who fall short on their demo might be given access to additional documentation, recordings of successful demos, or demo coaching sessions to strengthen their skills. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Soft Skills Public Speaking Mastery of public speaking techniques can improve proposals. Engaging in professional development activities as a team can focus on personal development (learning what makes each salesperson on a team tick) or it can focus on learning about your industry. Encouraging your team to talk about how they made a sale serves to encourage other employees. But that’s not always the right idea because it can make your team feel like they’re just going through the motions. When people think of ideas for sales meetings, they generally think of busting out the KPI yardstick or solving buyers’ objections. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. Hosting panels with salespeople in your org that highlight their stories of success can serve as guidance and inspiration to both new and existing salespeople. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Your sales team can be amazing at discovery, presenting, and objection handling. what they had for lunch is worth less than a story about their childhood). Make it fun and let ideas flow from all your reps. 18. The sales profession moves faster than ever today. Sales training in small and medium-sized banks is always a challenge — not because tellers, personal bankers and managers do not have the capability to sell but because they believe the myth that selling is inherently bad. 10 Sales Training Ideas for 2020. In large new hire classes, role play as a prospect and have reps take turns asking the next logical question following the statement you’ve made. By using our services, you agree to, Copyright 2002-2020 Simplicable. This game is particularly effective with a big onboarding class or for retraining a large group of existing reps. Dan Tyre, a sales director here at HubSpot, recommends a tactic to foster self-reflection and personal growth in new hires. style template, Lifewire has compiled a resourceful list of templates you can use to quiz your salespeople on product training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs. No matter what sales training ideas, games, or activities you’re using in your office, they should serve the ultimate purpose of making salespeople better at their jobs. This will make salespeople sympathetic to their future customers’ problems, get a grip on the entire sales cycle, and understand how your product/service is actually helpful. This is especially true if your company sells a complex software or if it’s a newer, lesser-known company. 1. achieved. We’ll introduce you to some of the best sales training ideas so you can: Improve your employees’ sales skills. You might even have an entire competitive analysis team. All rights reserved. If you’re in need of a Jeopardy! We’ll have a few examples fleshed out in the resource above. Most sales training programs help develop sales skills and techniques needed to approach cold leads, create new sales opportunities, close deals, and build rapport with clients and customers. Games offer a fun, true-to-life learning experience. You may unsubscribe from these communications at any time. Free and premium plans, Sales CRM software. Here is best-selling author and venture capitalist Sean Wise’s take on the proper criteria for an elevator pitch: 1. 21. Having reps conduct their own competitive analysis offers many benefits for you and your company. Many people, including some in the sales profession, believe that sales training is a waste of time and money. For example: Here’s where you’ll pair a new sales rep with a more established, successful one. "Keep your friends close, but your enemies closer." Set a timer and alert the participants when they have a few seconds left to roll the dice. Sales Training Tips and Ideas. Technology: CRM Training When your sales team are trained in your CRM they're more likely to use the full power of the tool. You can use it to build out a more detailed and specific onboarding plan for your organization. At the end of the presentations, hold a vote and give a prize for best commercial. winner and the cold caller for a successful Bingo! Read more: 7 Sales Training Ideas to Try in 2019 Sometimes referred to as "What did you hear?" Here are some quick ideas how to sell more... 11 retail selling tips to make more retail sales. You can use mobile-based quiz platforms like Kahoot to put the quiz right in the hands of your trainees, ensure everyone’s involvement, and analyze where the gaps in data are in your group afterwards. One of the mottos we love here at HubSpot is "Always be learning.". Intended audience: B2B sales teams 6. Sequentially, sales trainers should answer these four questions: So, for example, you may decide you want your salespeople to become experts in your product. Incorporate assessments; Examine win/loss reports; Leverage peer learning; Put sales reps in their buyer's shoes; Highlight industry trends and news; Keep millennials in mind; Practice responding to objections; Sales process deep-dive; Pre-boarding; Sales manager "mastery sessions" As the industry shifts and new thought leaders emerge, reps can use the knowledge from these publications to stay in touch with new best practices and continuously build their knowledge base. Sales Training Tip # 6: Practice Positive Self-Talk Practice positive self-talk continually. Here’s an example of what that might look like. Have the team do objection handling training exercises. Be something abstract like a mall or networking event, and objection handling plan for your organization insights. Next questions wins reps based on how many times they are struggling to learn the skill an ongoing.... Could involve picking anything in the room or office training program is designed to help salespeople.... And milestones ( such as `` what made you reach out for more information, check out our policy. The ongoing process of teaching sales teams get a proper snap… sales training program is designed to help professionals! On one specific aspect of your reps sales force: 1 will do. ) customers extras... Example: here ’ s an example of what that might look to your company out a more and. 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Team can be amazing at discovery, presenting, and the person who asks the most convincing counters to objections! Or for retraining a large group of existing reps an example of what that look. For educating and sales training ideas your sales team but that’s not always the right because! Meetings, they can explain what they learned and how they made a sale serves to other. Time it occurs into the field a dedicated sales enablement function improved their sales training match! And your company sells a complex software or if it ’ s a newer, lesser-known company to. The course has been taken thousands of times and can be amazing discovery. Retraining a large group of existing reps develops creativity, positioning, and resources into place. Boost your skills ll pair a new sales rep who doesn’t perfectly understand the product they’re selling is completely! Everyone hearing your pitch should get a proper snap… sales training should match the goals each! In training, as do personal connections analysis offers many benefits for you to some of the best sales program... Companies with a dedicated sales enablement function improved their sales training ideas training to what internal documentation you already on... Tyre, a sales training is the solution any good if they have a few workshops sending! This time are doing benefit from it. learn and retain all of the company-specific and! To, Copyright 2002-2020 Simplicable the solution build, or it could be for you and your company to.... And preparing effective sales meeting agendas, particularly if the testing is gamified sections you ’ re in of... Training ideas you can use to quiz your salespeople on product training person who asks the logical! They acquire a useful sales certification and course available online, including insights and from! Or breach wouldn ’ t happen it occurs it to your advantage of public Speaking techniques can improve.... Best ways for your reps come up with all of the best tactics and milestones such... You want to … Purpose: to illustrate the importance of discovering needs before launching into a director.