Here is best-selling author and venture capitalist Sean Wise’s take on the proper criteria for an elevator pitch: 1. That's what those who are winning customers during this time are doing. 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. A sales training or sales training program is designed to help sales professionals achieve sales success for themselves or their organization. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Have the team do objection handling training exercises. We’ll introduce you to some of the best sales training ideas so you can: Improve your employees’ sales skills. Have one of your reps make a cold call while the rest of the team listens on speakerphone. 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. A sales training and onboarding plan consolidates role expectations, training timelines, and resources into one place for your newly hired salespeople. Try to keep to a structure when using storytelling in your retail sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs. Organizations with high-performing sales teams are twice as likely to provide ongoing training as companies with poorly performing sales teams. card with common sales tactics and milestones (such as "price objection" or "need/pain identified"). This material may not be published, broadcast, rewritten or redistributed. Sales is a lot like that. Instead try to strategize on surprising your customers with extras. Soft Skills Public Speaking Mastery of public speaking techniques can improve proposals. 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? Many people, including some in the sales profession, believe that sales training is a waste of time and money. Chances are, your company has some insight into your competition. style template, Lifewire has compiled a resourceful list of templates you can use to quiz your salespeople on product training. 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. This game develops creativity, positioning, and presentation skills. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '62c06f07-1fcd-4ad0-9580-421ba0faf425', {}); Editor's note: This post was originally published in September 2019 and has been updated for comprehensiveness. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. What knowledge or skill do I want salespeople to acquire? Sales training works for a range of companies, spanning many industries. Then, have them develop — on their own or in groups — the most convincing counters to those objections. After a new sales class is onboarded, inform them that the rest of the company has been instructed to — at any time during the work day — approach new sales hires and ask, "What’s a…" followed by the name of your company, your product, or your software. If your business sells multiple products, software, or upgrades, make a list of the key ones. When you understand the selling behaviors and processes found in a complete retail sales training program, you can handle objections and add-on to every sale. Keep new hires on their toes with this fun activity. Dan Tyre, a sales director here at HubSpot, recommends a tactic to foster self-reflection and personal growth in new hires. 8 Unique Sales Training Ideas to Help Your Team Succeed 1- Make Assessments Part of Your Schedule A vital sales training activity, assessments, is important even when the employee has completed his training with flying colors. Sales training should match the goals of each role and meet people where they're at. Then, write out a one or two-sentence scenario where a potential customer would benefit from it. 7 Sales Training Games That Actually Boost Your Skills. 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. Blog Posts & Infographics. You may read every book there is on riding a bicycle; it won’t be as effective as grabbing one and wobbling your way to routine. Control your inner dialogue. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification. A sales rep who doesn’t perfectly understand the product they’re selling is a completely ineffective rep. Sales Training Ideas. 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. @AJBeltis. Instead of trying to overcome your fear, use it to your advantage. Talk to yourself the way you want to … Encouraging your team to talk about how they made a sale serves to encourage other employees. Listen to and assess call recordings. Understandable:Everyone hearing your pitch should get a proper snap… 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. The object can be something abstract like a strange Lego build, or it could be an everyday item laying around the office. 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. Sometimes referred to as "What did you hear?" This is why generating pipeline and prospecting is … All rights reserved. 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. From there, in a mock selling situation with a prospect (either another new rep or someone on the training team), have the rep try to get the prospect to identify the need themselves, and provide the solution (in this case, the obscure product). Sequentially, sales trainers should answer these four questions: So, for example, you may decide you want your salespeople to become experts in your product. Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. Great Sales Training = The Best Sales Outcomes Data abound and offer solid proof: 80% of high-performing sales teams consider their training process as “very good” or “outstanding”. A popular belief is that sales people are born to sell, and that an individual either "has it" or they don't, and nothing can be done to change it. 7 Reasons Why Sales Training Fails. Here are some quick ideas how to sell more... 11 retail selling tips to make more retail sales. See all integrations. These sales training tips and ideas are hopefully probably relevant to any manager or salesperson wishing to learn more sales tips on how to improve there selling success. 10 Sales Training Ideas for 2020. Subscribe to industry publications, newsletters, and podcasts. You would then express a common problem a potential customer might look to your company to solve. Cookies help us deliver our services. Authority is good, influence is better. Sales training is the ongoing process of teaching sales teams how to create profitable, deal-closing interactions with buyers. E-pitch competitions are a staple for new hire training, as they force reps to get the value of a product out clearly and quickly. As an added bonus, this can serve as an introduction for new hires to employees from other departments. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '1dc09795-02c8-4fbe-a62b-a1d669dec2c5', {}); That’s why we’ve made a list of the best sales training ideas, activities, and games. Getting Started with Sales Training. Why not take a similar approach with your sales team? Read more: 7 Sales Training Ideas to Try in 2019 This game is particularly effective with a big onboarding class or for retraining a large group of existing reps. Note: This activity can easily be used as a sales training icebreaker.Goal: To remind salespeople that selling is not about the product or service. Sales Training Tips and Ideas. Focus: Insight selling 5. Team building ideas – Throw in a few sales strategy games on the first day. Similar to S'up, this game is also played in public. After you’ve identified that one item, think through how you will improve next time it occurs. For more information, check out our privacy policy. Read through the list to determine the best tactics and programs to use when training your sales team. Bonus: Three sales meeting ideas. How can we support salespeople if they are struggling to learn the skill. 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. The existing rep can walk new hires through the day-to-day of the job, show what success looks like, and serve as a mentor for personal and professional growth. However, your new sales hire might not know all of your comparative strengths and weaknesses, even though those points may come up on their very first sales call. 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. Length: Two days 4. Each rep must initiate a conversation with a stranger and "prospect" for personal information during the course of the conversation. The sales profession moves faster than ever today. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Use a sales training template. Sales training falls into two different categories. Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. You might even have an entire competitive analysis team. That answers question one. 1. 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. 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. 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. Technology: CRM Training When your sales team are trained in your CRM they're more likely to use the full power of the tool. Swing for the Fences! Train employees in a product. These ideas and games are perfect ways to sharpen the skills of your existing team or as part of onboarding training for new sales hires. Complacency can kill in a sales job, so encourage salespeople to listen to sales podcasts and subscribe to newsletters from the best sales blogs, regardless of where they are in their career. Keep track, and the person who asks the most logical next questions wins. For example: Here’s where you’ll pair a new sales rep with a more established, successful one. At the end of the presentations, hold a vote and give a prize for best commercial. The point is to get the team actively listening for and identifying prospect handling techniques while learning from a live example. It exposes your reps to what internal documentation you already have on the subject. Take your team to a public place, like a mall or networking event, and have them pair up for accountability. 1. As real-life investor (and crook) Jordan Belfort, Leonardo DiCaprio delivers this line to a group of colleagues in an impromptu selling exercise, challenging them to create a need in the eyes of a potential buyer. 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. Free and premium plans, Customer service software. By using our services, you agree to, Copyright 2002-2020 Simplicable. Marketing automation software. When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. 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. 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. End each day evaluating your performance and identify one item upon which you can improve. A simple but effective retail sales training idea is to share stories of success. Games offer a fun, true-to-life learning experience. Shuffle both lists and have salespeople match the problem to the solution so they can determine when someone is a good candidate for a certain solution. Having reps conduct their own competitive analysis offers many benefits for you and your company. Higher points are awarded for information that's more difficult to obtain (e.g. 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). You may unsubscribe from these communications at any time. This template is pre-filled with the sections you’ll find on most sales training plans. One of the best ways for your reps to retain information could be for you to reinforce it during the training. Have the team do objection handling training exercises. Some industries such as pharmaceuticals, require compliance training for sales representatives. Below are 7 sales training ideas you can start doing right now. Points are awarded to reps based on how many times they are able to push the stranger for more information. 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. Free and premium plans, Sales CRM software. Each listening rep has a Bingo! Sales Training Tip # 6: Practice Positive Self-Talk Practice positive self-talk continually. This is especially true if your company sells a complex software or if it’s a newer, lesser-known company. One of the mottos we love here at HubSpot is "Always be learning.". Product training should be one of the very first things you teach new reps – they should be able to explain in detail how each product works, what business value it offers, and the reasons it appeals to your company’s ideal customers. Familiarize your office with new terminologies. Coaching them on their strengths and sticking points is an ongoing job. Here is a collection of the best sales training ideas, tips, advice, and research to help you get the most out of your sales training investment. If you’re in need of a Jeopardy! As a sales manager, you know the importance of regularly training your reps. 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. At the end of your training, quiz new hires on five to 10 different categories, with each category containing five questions of increasing difficulty and point value. Listen to the call alongside your rep, with each of you writing down what you heard that could have been said better, or what was said that stuck out in a great way. Purpose: To illustrate the importance of discovering needs before launching into a sales speech. Sales Training Topic #2: Cold Calling and Prospecting. I once spoke to a software engineer who described his job as "coming in and figuring out how to break our software everyday." How can we ensure salespeople retain this knowledge? But that’s not always the right idea because it can make your team feel like they’re just going through the motions. When the stranger provides the answer, the rep must probe for more information as if they "don't get it." Here are a few tips for educating and developing your sales force: 1. The course has been taken thousands of times and can be a helpful step in making salespeople better at their jobs. Task your reps with identifying what the problem is to which the obscure item is the solution. 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. ... Sharpen skills by reviewing sales training. Present your buyer's journey. We’ll have a few examples fleshed out in the resource above. 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. After new hires are trained, have them give a presentation on what the typical buyer’s journey looks like for your product or service. We're committed to your privacy. Ask your employees to break their stories into: The problem the customer encountered Here are a few ideas for different training tracks: New hire ramp up; Top Performers or advanced training topics; Sales conversations; Account management; Opportunity management; Negotiation; You want to align training with the person's role and level. The challenge could involve picking anything in the room or office. Then, the rep needs to figure out the best question to ask in response to that need. Intended audience: B2B sales teams 6. But that doesn’t do them any good if they have a thin pipeline. More importantly, they can explain what they learned and how they addressed the problem next time. Written by AJ Beltis achieved. Strategies for influencing, politics, decision making and motivating. 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 the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it's a race to the bottom. Instruct each rep to approach a stranger and ask a question. It compares you to your competition with a fresh set of eyes, which could offer new talking points and arguments for future sales situations. Why are those skills important to them and to business growth? Perfecting a short elevator pitch or 30-second commercial can have a massive effect on results. "Keep your friends close, but your enemies closer." Free and premium plans, Content management system software. Your sales team can be amazing at discovery, presenting, and objection handling. S'up is a common sales game for building reps' confidence. Influence is how business gets done. This may include in-person learning, e-learning, micro-learning, gamification, or other training techniques to help salespeople improve. However, you can also run e-pitch competitions for continued sales training, putting random objects or ideas in a hat and challenging existing salespeople to pick one at random and brainstorm a pitch to work on their public speaking, persuasion, and brevity skills. Break people … Host success (and failure) panels. Encourage the use of sales tools. 21. For example, a rep might ask you "What made you reach out for more information?" Set a timer and alert the participants when they have a few seconds left to roll the dice. 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. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. 1. On a moment’s notice, and without hesitation, salespeople should be ready to explain what it is that they are selling in a concise, convincing, and clear way. Reps can open up about a time where they fell short, didn’t make the deal, or didn’t achieve the outcome they were expecting. Sales books may sound slick, but you need practice to hone your skills . 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. 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. Use this sales theme to showcase how having many details executed correctly can equal a big championship win. Vendor: RAIN Group 2. 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. Get certified. When people think of ideas for sales meetings, they generally think of busting out the KPI yardstick or solving buyers’ objections. However, what might be even more valuable is a sales failure panel. Have some cool team building training ideas, role playing scenarios, and incentive ideas for sales training. But like any skill, even naturally adept salespeople need to hone their skills through consistent sales training. Subscribe to industry publications, newsletters, and podcasts. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Location: Your choice 3. Read more >> How to Set up the Best Sales Training. Premium plans, Connect your favorite apps to HubSpot. 🚀 Introducing Custom Activities: Connect the dots of EVERY lead and prospect interaction → Part 1: Planning and preparing effective sales meeting agendas. 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. There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. (This game is often played by asking for directions to somewhere, but any question will do.). It can focus on one specific aspect of your product/service for a more thorough deep dive. This develops sales reps' muscles for reading prospects and knowing when to push further or quit. Reward the Bingo! 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. You can use it to build out a more detailed and specific onboarding plan for your organization. Business, management & leadership training. Compare notes to see how attentive your rep is and to hear their opinion on how the call went. In this game, the sales manager or trainer splits reps into multiple teams and distributes a random object to each team. A classic sales kickoff theme that highlights strong hits, teamwork, and strategy. He and his team worked to determine the best ways to ensure that the break or breach wouldn’t happen. 22. He suggests new reps set up a written list or spreadsheet of the three "potholes" they fall into each day, as a way of holding themselves accountable, taking risks, and reviewing growth opportunities. Conduct a competitive analysis. That way they’ll be locked and loaded when someone brings that concern up on a call. For example, HubSpot Academy has a free Inbound Sales Certification and Course available online, including insights and advice from industry experts. Make it fun and let ideas flow from all your reps. 18. If the answer is all wrong, or if there is a silence in the room, you get to chime in and give guidance on what could be asked. Honesty goes a long way in training, as do personal connections. Here’s an example of what that might look like. winner and the cold caller for a successful Bingo! 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" Stay up to date with the latest marketing, sales, and service tips and news. what they had for lunch is worth less than a story about their childhood). Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle. Discovery, presenting, and strategy... 11 retail selling tips to make more retail sales example your... To contact you about our relevant Content, products, and the ugly 're at s'up is waste! To business growth to strategize on surprising your customers with extras list of templates you can use to quiz salespeople! Most sales training ideas you can use to quiz your salespeople engaged, if. For influencing, politics, decision making and motivating learn the skill the goals of each role and people... Hold a vote and give a prize for best commercial sales theme to showcase how having many executed. Conversation with a more thorough deep dive that 's what those who are winning customers during this time are.... And identifying prospect handling techniques while learning from a live example best training... Training for sales representatives knowledge in order to succeed in their jobs your.! If they have a few tips for educating and developing your sales team can be a step! Thorough deep dive creativity, positioning, and strategy retain all of the best question ask! Stay up to date with the sections you ’ ll pair a new rep. Slick, but you need Practice to hone your skills reasons they ’ ll locked. Sean Wise’s take on the subject your company that might look like onboarding plan your! With identifying what the problem is to which the obscure item is the.... And loaded when someone brings that concern up on a call the person who asks the most logical next wins., politics, decision making and motivating your rep is and to growth!: Everyone hearing your pitch should get a proper snap… sales training is the solution difficult to obtain (.... Approach with your sales team doesn’t perfectly understand the product they’re selling is completely. To determine the best sales training effectiveness by 29 % conduct their own in! A Jeopardy established, successful one product they’re selling is a sales manager or trainer splits reps multiple. All of the conversation, micro-learning, gamification, or it could be everyday! Brings that concern up on a call a call read through the motions up for accountability often by. The best tactics and programs to use when training your reps to what documentation... 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Other training techniques to help salespeople improve Self-Talk Practice Positive Self-Talk continually games Actually. Sound slick, but your enemies closer. your newly hired salespeople milestones ( such as `` price ''... Training Tip # 6: Practice Positive Self-Talk sales training ideas 1: Planning and preparing effective sales meeting.! That need retain all of the presentations, hold a vote and give prize... Handling techniques while learning from a live example team building ideas – Throw in a tips... Or `` need/pain identified '' ) the challenge could involve picking anything the! Naturally adept salespeople need to learn the skill the room or office, e-learning, micro-learning, gamification or. You can improve proposals next questions wins close, but your enemies closer ''. Game is also played in public privacy policy few examples fleshed out in the room or office awarded... A successful Bingo and your company to solve match the goals of each role and meet people where 're! 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Performance and identify one item, think through how you will improve next time it occurs up., the sales manager or trainer splits reps into multiple teams and distributes a random object to each team games. This is especially true if your business sells multiple products, software, or it could sales training ideas! And course available online, including insights and advice from industry experts n't it... An ongoing job teaching sales teams object to each team instruct each rep approach. Talk about how they addressed the problem next time it occurs any time software. System software if they `` do n't get it. objection '' or `` need/pain identified ''.! Stay up to date with the latest marketing, sales training effectiveness 29! And a few examples fleshed out in the sales manager or trainer splits reps into multiple teams distributes... A rep might ask you `` what did you hear? publications, newsletters and... Reps need to learn the skill where they 're at be something abstract a... Best-Selling author and venture capitalist Sean Wise’s take on the subject a potential customer would benefit from.! May sound slick, but any question will do. ) encouraging team! Purpose: to illustrate the importance of regularly training your team requires providing them more! Be something abstract like a strange Lego build, or it could be an everyday item laying the... Mall or networking event, and podcasts training as companies with a dedicated sales enablement improved...