How To Make Sales Training Stick

How To Make Sales Training Stick

It is widely understood that everyone learns differently. Some learn best by watching, others by listening.

And although what is best for you may not be best for your neighbor, there are a few things you can do to make sales training stick for everyone involved.

For The Sales Manager

If you are a sales manager, the first thing is for you to attend the training yourself, preferably at a higher level, with one on one instruction. This way you have a deeper understanding of the skills that will be taught to your team as well the ability to learn how to implement them within your sales team.

When you have completed the training yourself do a review of what you learned. Write down in detail the skills that were taught, which ones you want to focus on, and then put together a “lesson plan” for reinforcing those skills with your sales team.

This lesson plan can include weekly workshops, role plays, written tests, and any other type of training you feel is appropriate.

For the next two to three months you will work on each and every one of those main skills that were taught. Ideally you’ll want to do these “post trainings” weekly or at a minimum monthly. The focus will be working on those skills to hone and better develop them.

Post trainings will allow you to cement new skills into your sales team’s arsenal.

Preferably weekly for the next 2-3 months you will work on each and every one of the main skills that were taught, to hone and better develop them, in addition to cementing them in the tool kit of your sales team.

The key to sales training is consistently reinforcing new and old skills however if for whatever reason you are not able to be part of the sales training then have your sales team write an outline of the skills and techniques they learned. Not only will this help you create the lesson plan, it will help give them ownership over what they learned.

Break it up so that you assign each sales rep to outline, in detail, one or two skills they learned. What are the key points of using that skill correctly and how they practiced them in the training sessions.

Then put those outlines together into a single packet and you now have the beginnings of a sales training manual for your sales team. You can call this collection of knowledge a Sales Guide, Sales Manual, or what I’m familiar with, Sales Playbook.

For The Sales Person

For the individual sales person looking to get more out of your sales training, do the same as above but on a more granular level. For example, when you create your outline of the techniques keep the number down to 2-3 skills. And no more than 5 max!

Make outlines of the skills you want to ingrain in your tool kit and create your own lesson plans and Sales Playbook. Preferably immediately after a workshop or if it’s over multiple days, after each day.

This is important because during sales training you are often flooded with information and new ideas. And if you don’t get it on paper right away the valuable points of it could disappear.

Moving forward pick ONE skill to practice a week. And use it at every opportunity. When you’re in meetings, making calls, or even convincing your significant other where to go to dinner for your date night.

Categories: Sales Training

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