As artificial intelligence becomes a prominent player and managers recognize new methods of making meaningful relationships with customers, finding new ways to motivate and educate salespeople is shifting. If your team isn’t constantly growing with this new environment, sales can also become stagnant, which is why training is an essential investment.
Rather than relying on tired old practices that do nothing to energize your salespeople, here are some strategies that will have them improving performance and conversion rates in no time!
1. Use AI to Your Advantage
AI presents a new realm of possibilities when it comes to sales training. Increased data makes it easier to know what’s working, and presents real solutions to common bottlenecks or delays in the sales process. Being able to point to the specific indicators of success is a surefire way to encourage incremental improvements that lead to more productive salespeople. Platforms like Gong.io are capitalizing on this method of using data visibility to increase sales, and are allowing salespeople to maximize their potential with more intelligent communication.
2. (e-)Learn From the Best
Sales departments don’t always subscribe to regular work hours, and it is often difficult to gather a team in a room and conduct traditional training sessions. Consider e-learning – it presents a simple way to make knowledge more accessible and tailored to specific audiences.
3. Give Experienced Salespeople an Outlet for their Knowledge
As teams grow, it’s important to use the resources that are readily available - the members who have been around for a long time. By encouraging veterans to take on leadership roles, newer salespeople gain access to an invaluable wealth of information, and veterans gain confidence from being able to impart the things they’ve acquired through experience. Moreover, throughout the hiring process, candidates often emphasize a desire to work with people they can learn from. By building the mutual respect that comes from nurturing these kinds of relationships, a good manager is creating a team where every member is an asset.
4. Make Sessions Serve a Specific Purpose
Long, overwrought training sessions do more than take up valuable time that would be better spent with a new lead or customer. They also zap a team’s energy and make it hard for them to take away any lessons that are actually executable in the context of their day-to-day work. By making sessions short and concise, you’re helping the team to develop goals (and techniques) that respond to a real need.
A sales team that is open to growing and learning is a team that has what it takes to be successful. It’s important that they receive the resources they need to stay interested and focused so that their development leads to a business that is improving on a regular basis.
About the Canadian Professional Sales Association