5 Methods of Effective Sales Training in the 21st Century
Top class provider of effective sales training must follow one rule and that is: ‘practice what you preach’ .
They need to listen to what the client is asking for.
And here’s what the clients ask for:
1/ skilled and professional sales trainers
2/ relevant and effective training program
3/ a variety of delivery mechanisms appropriate to different client types
4/ bespoke training courses.
Furthermore, taking valuable sales resource out of the field for two or more days is both expensive and can be a logistical nightmare. Traditional training centres or venues are not always accessible or feasible for a group of employees to attend. In addition, they incur additional accommodation expenses. These days sales training companies need to cater for individual client preferences which fit into their way of working. Therefore, those who offer in-house training will have an indisputable edge on their competitors.
Longley Academy has developed some of the most sophisticated and effective sales training programs available, and for the most diverse range of clients.
Classroom
The first environment that comes to mind when you hear Sales Training is, of course, classroom. Based on the classic educational instruction formula, classrooms offer an enriching environment for peer learning. Participation from students from a range of different backgrounds can often facilitate your learning experience better than the traditional ‘chalk and talk’ approach.
Classrooms also offer the best forum for instruction of large amounts of people participating in great sales training. This can be much more cost-efficient for larger companies that use industry specific sales practices to sell their products or services.
Train the Trainer
If your business recruits hundreds or even thousands of people, it can be massively beneficial to conduct your sales training courses internally. You have a choice. You either send crowds of employees to an outsourced training centre and are charged per head. Or, you recruit members of staff to qualify to deliver your preferred sales training courses. The huge benefit of this method is that they can repeat the course to new staff as many times as necessary. As a result, you save your business an absolute fortune.
One to One Coaching
For the niche business, or sales team that uses precision tools and practices to close business, a one to one coaching technique might be the most effective sales training out there. It can be geared to specific company and individual needs to provide improvement in key areas. It has a potential to yield a deeper level of involvement, because the trainer can focus the training content specifically for the trainee. Consequently, it reduces time and money wasted on unnecessary topics or areas.
E-learning
E-learning as a method of sales training has now been refined to a level where it is effective, can be measured and provides a range of great benefits.. Needless to say, it carries a much lower cost and requires only a computer, an internet connection and a willing delegate. Delivery is instant and available at any time. For an effective sales training specifically, courses must contain certain components. These include, as a minimum, high levels of interaction and individual competency assessments at the end of each learning module. Furthermore, management coaching modules are vital to reinforce the skills learned. If e-learning sales training follows the above golden rules, one can measure the return on investment much more easily.
Blended Learning
The best of both worlds, blended learning combines tradition with innovation. A qualified human being can create an environment for practice, observation and provide feedback. A ‘balanced programme’ can consist of the input sessions via an online portal, supported by practice sessions in either a classroom, combined with coaching environment or a webinar. As a result, delegates experience a healthy learning process at their own pace whilst receiving professional feedback. Also, individual questions are answered personally rather than accessing a trouble-shooting program or remote call centre.