Growing your sales is a sure way to thrive in business. Unfortunately, according to statistics compiled by the Brevet Group, 55% of people making a living through sales don’t have the skills they need to hit all their targets. That’s why investing in sales training programs is critical for any business. Let’s get into more detail below.
What does sales training entail?
Sales courses deal with imparting and cultivating skills and techniques that help reps explore and close more opportunities.
It involves learning skills such as:
- Prospecting. According to HubSpot, close to half of reps say prospecting is by far the most challenging part of their job. Salespeople need to learn how to qualify prospects as well as when and how to reach out to fast-track the process.
- Communication and presentation. Artful communication can help create trust with buyers. In addition, reps need to know how to present themselves and their product or service in a way that sets them apart from competitors.
- Negotiation. Knowing how to negotiate can help reps bring uncertain deals to a close faster.
- Handling objections. The numbers crunched by content marketing company Scripted show that 80% of customers say “no” four times before they agree to buy a product or service. Since salespeople face initial rejection more often than not, it helps master how to handle and overcome objections to close more sales.
Once reps zero in on all the necessary skills, your business has higher chances of gaining ground ahead of competitors.
So why pay for sales training programs? What’s the downside in just letting your reps go through trial and error on the job until they find their footing? Investing in learning opportunities for your team is essential for the following reasons.
Hit targets faster
Experience can teach reps to master the techniques that work and discover those that don’t. However, as reps spend more time on trial and error, you incur costs that aren’t matched by revenue, which can drown your business. So, paying for coaching helps salespeople to grasp the skills they need, gain confidence, and close sales faster.
Facilitates teamwork
Learning together as a team can help reps know how to coordinate and work together better, which contributes to the overall success of your business. Through improved teamwork, your reps can bounce ideas off each other and capitalize on each other’s strengths.
Higher win rates
According to a survey by Rain Group, companies with effective training programs correlate with a 51% higher improvement in sales capabilities and 84% more sales opportunities. Consider investing in tried and tested workshops, programs, and coaching to boost your business.
Fewer missed opportunities
Companies spend plenty of resources identifying the target market, marketing, and advertising to bring more customers into the pipeline. If your reps aren’t fully equipped to guide customers along the buyers’ journey and bring sales to a close quickly, your business is throwing resources down the drain. Training helps to empower reps to convert more buyers.
Addressing customer pain point
Unqualified reps often make the mistake of focusing on the product and its features. With adequate skills, your reps will learn how to explore the benefits of your product or service and show customers how the offering meets their needs. During training, your sales reps can practice matching product benefits to customer pain points so they can nail their pitches.
Attract top talent
Statistics by Lorman show that 76% of employees find an employer more appealing if the employer offers training and development opportunities. By giving your sales reps the chance to learn and hone their skills, you can attract and retain top talent, giving you a powerful edge over your competition.
Motivates employees
By allowing your employees to develop their skills, they’re more likely to gain confidence and perform better. According to Small Business Chronicles, training keeps employees motivated and rearing to explore new opportunities to showcase their abilities.
In conclusion
Sales training programs cover all the essential skills for reps to succeed. In addition, courses provide a platform for role-play and practice so that salespeople can shine in the real world. So, all in all, investing in training comes with immense benefits that can help your business leap over competitors to close more deals.
