Who will deliver your sales training?

 

It is impossible to fake sales knowledge and real sales experience. This is one of the most difficult professions to train and teach because you can't fake real sales experience. Let's take a look at these factors to help you make the right choice when selecting the right sales trainer.

• What skills do you need in order to be a great sales trainer?
• What mindsets and attitudes can make salespeople and sales results worse?

To sell or not sell

You will lack the empathy and insight necessary to deal with the complex world of sales if you don't have real-world sales experience. People who talk about selling, but don't have a sales budget, prospecting calls to make, or the ability to quickly adapt to new people's styles and understand their needs, won't be as authentic as those who have been there.

While you may have some knowledge about sales processes, figures and selling strategy, talking about selling and actually living and enjoying a long-term career in sales are two completely different things.

In my years of owning my business, I have met many good facilitators and trainers. However, when it comes training sales people, trainers without sales experience often find it difficult to handle sales training. When it comes to getting feedback from participants, they often fall short.

Based on extensive research, both local and international, participants in sales training programs have indicated that they want to be trained by real sales people. They need to understand the thinking and skills needed to sell, how to persevere, how to deal with rejections, how to handle them and how to overcome them.

This information may lead you to believe that you only need to put a top salesperson in front of your class and hit the "play" button. Wrong!

This is a common way for companies to think, but they don't take into account the many other skills required to be a skilled sales trainer. These are the most common mistakes companies make when delivering آموزش فروش.

 

Trap 1 - Motivational speeches

Many companies believe that salespeople only need a little motivation to sell more. So they hire a motivational speaker with some sales experience who can tell stories about how you can become like them. These methods have short-term effects. The effects quickly wear off. This approach is similar to a hot bath, which soon becomes cold.

Many salespeople are tired of these approaches to training. They are not given any real tools or skills that they can use in their field. One of our trainees said, "Your program was very relatable and engaging. This is a refreshing contrast to the motivational speakers and loud music we hear. This was a very effective way to learn real skills and get real tools that we can use.

Trap 2 - Promoting your salesperson to sales trainer

Promoting your salespeople to sales trainers with little support can lead to sales failure. We have witnessed many disasters as a result of letting salespeople go on their own in sales training.

You will likely get a salesperson who hasn't been properly trained in classroom facilitation techniques, adult learning principles and strategies and how to create learning content that is practical and based on good instructional design to speak to your participants. This is not training or educating people. It may be entertaining, but it is not the best you can do. This is a recipe to disaster. This is a recipe for disaster.

Competent Sales Trainer

According to the latest research, there are five competencies that encompass 18 skills required to be a sales trainer. These competencies include communication and business acumen, teaching ability, sales experience and selling skills, as well as talent management and teaching capability.

One of the most important factors that influence the success of a sales training program is the sales trainer. Many roles are available for sales trainers, including mentor, coach, mentor and sales talent evaluator. They also design and implement training programs.

Facilitator-led classroom training remains a crucial component of آموزش فروش . We would be well advised to review the skills and competencies required to run these sessions. Barrett has developed a competency model for sales facilitators and trainers that allows us to identify and set expectations for both new and experienced sales trainers.

We look for the following main competencies in a sales trainer:

Sales

• Planning and organizing
• Prospecting
• Building relationships and networks
• Consultative Problem Solving
• Results are the focus
• Self-Management
• Quality orientation
• Comprehensive communication skills
• Common Sense and business acumen

Facilitation

• Establish collaborative client relationships
• For an effective learning outcome, design and adapt course content
• Plan Appropriate Group Processes
• Establish and sustain a participatory environment
• Guide Group to Useful and Appropriate Outcomes
• Keep your professional knowledge up-to-date
• Model Positive Professional Attitude

There are many subsets of skills and behaviours that fall within these core competencies. It takes more to be a sales trainer than you might think.