Collaboration, teamwork, idea sharing, and prioritizing organizational initiatives seem like they would be foundations for business growth and success. All organizations have specific challenges and opportunities that require discussion and attention to move forward in a positive direction. However, few growing organizations take the time to work “on” their business for planning and communicating as a team. Unfortunately, if these sales team training topics aren’t addressed, it often results in issues that stifle productivity and team development.
No organization can exist without sales. Sales from existing clients, and sales from perspective clients. Without ongoing sales, an organization cannot grow. For the sales team to be effective, training is required. It is an important skill set that requires training and development.
Several years ago, our team conducted a survey with some of our business connections in the Edmonton community. The intent of the study was to identify what topics on sales team training and development would be most beneficial to stimulate team development and success.
The findings still apply today, and they’re worth taking another look at. As of 2020, businesses face several new challenges, and since our external work environment has changed, these challenges remain. These challenges only emphasize the importance of rigorous sales team training and team development processes.
These are must-know training topics:
Effective communication among organizations and their teams can be a Number One success contributor. Having systems in place that keep employees informed, engaged, and productive is vital.
Keeping communication consistent and timely is also important, and using a variety of communication channels to ensure all communication preferences are met.
Customer Service Skills
Do your team members relay a consistent message to your customers? Is it Remarkable? If so, can you articulate what makes it Remarkable? Getting feedback from your customers on your products and services and applying or implementing their suggestions will help retain them.
Remarkable Customer Service can lead to enhanced revenue and overall profitability if it remains a focus. It can open doors for your business and if you do a poor job of taking care of your customers, they won’t stick around. Customer expectations have never been higher!
Creating Daily Habits that Get Results
From the time you wake up, go to work, serve your customers, have dinner with your family and finally go to bed, you are pursuing habits. Good habits are valuable, and some “bad” habits can drain momentum and results.
Personality preferences have an impact on how individuals successfully manage their time. There are many techniques that contribute to habit-forming, but learning to manage ones time is critical.
Dealing with Conflict
Workplace conflict can be a significant distraction and productivity killer. It can also break up teams and result in employees leaving their jobs because of unhealthy relationships. Identify the cause of these issues and why the conflict exists. Learn how to collaborate with your colleagues and customers.
Some conflict is needed, however, to ensure decisions that serve the best interest of the organization, and its employees, are made. Conflict may be uncomfortable, but if is remains productive is healthy. A difference of opinions is unavoidable.
How do you train, coach and lead your sales team? Managing and communicating expectations from the top down will help sales team members understand what they are doing well and where they may be able to improve. Do you inspect what you expect?
The key to effective sales is to know the client, and their specific priorities and preferences. That is important knowledge for a sales team member to learn, and recognize quickly with a perspective, or existing, client. Sales is an important skill; one that should not be left to chance.
Additional Resources for Sales Team Training and Development
Suppose your business is approved for The Canada-Alberta Job Grant. In that case, this grant will cover 2/3 of the cost of new training initiatives, to a maximum of $10,000 per employee to a maximum of $300,000 for the organization. This is a way to realize a return on your investment.
The criteria is a minimum of 24-hours of training (at X5 Management, we have developed 4-hour courses), so essentially 6 courses. An employer can select the 6 courses best suited for their organization, and only pay for 2!
How can you invest in your people and protect your training budget? Learn more about how your business can access the Canada-Alberta Job Grant here.
Here are a few reasons this Grant is an excellent choice for Alberta businesses:
- It is a tremendous opportunity to realize a return on your training costs.
- The Grant encourages Alberta businesses to invest in their employees now.
- Investing in your employees can reap future benefits for your business when the economy heats up again….and it will.
- Your customers expect well trained and competent employees.
- Now is the time to invest in your greatest asset … your team. Training and development will get your business ready for future growth opportunities!