At the end of the presentations, hold a vote and give a prize for best commercial. This is why generating pipeline and prospecting is … Higher points are awarded for information that's more difficult to obtain (e.g. 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. We’ll have a few examples fleshed out in the resource above. 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. 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). Have your reps come up with all of the reasons they’ve heard why someone would reject your product. 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. In this game, the sales manager or trainer splits reps into multiple teams and distributes a random object to each team. This material may not be published, broadcast, rewritten or redistributed. A classic sales kickoff theme that highlights strong hits, teamwork, and strategy. It exposes your reps to what internal documentation you already have on the subject. 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. Below are 7 sales training ideas you can start doing right now. Encouraging your team to talk about how they made a sale serves to encourage other employees. For more information, check out our privacy policy. Free and premium plans, Sales CRM software. 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”. 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. By using our services, you agree to, Copyright 2002-2020 Simplicable. What knowledge or skill do I want salespeople to acquire? We're committed to your privacy. As a sales manager, you know the importance of regularly training your reps. Have the team do objection handling training exercises. 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. Focus: Insight selling 5. 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. If you’re in need of a Jeopardy! A sales training and onboarding plan consolidates role expectations, training timelines, and resources into one place for your newly hired salespeople. ... Sharpen skills by reviewing sales training. Subscribe to industry publications, newsletters, and podcasts. A sales training or sales training program is designed to help sales professionals achieve sales success for themselves or their organization. Train employees in a product. Sales Training Ideas. Conduct a competitive analysis. There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. style template, Lifewire has compiled a resourceful list of templates you can use to quiz your salespeople on product training. Blog Posts & Infographics. Instruct each rep to approach a stranger and ask a question. Stay up to date with the latest marketing, sales, and service tips and news. 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. achieved. card with common sales tactics and milestones (such as "price objection" or "need/pain identified"). 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. Sales training falls into two different categories. Keep track, and the person who asks the most logical next questions wins. Subscribe to industry publications, newsletters, and podcasts. That way they’ll be locked and loaded when someone brings that concern up on a call. You would then express a common problem a potential customer might look to your company to solve. Then, write out a one or two-sentence scenario where a potential customer would benefit from it. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Vendor: RAIN Group 2. See all integrations. Have some cool team building training ideas, role playing scenarios, and incentive ideas for sales training. Influence is how business gets done. Have the team do objection handling training exercises. 10 Sales Training Ideas for 2020. For example, a rep might ask you "What made you reach out for more information?" 1. 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. 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. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. 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. Reward the Bingo! Sometimes referred to as "What did you hear?" Control your inner dialogue. More importantly, they can explain what they learned and how they addressed the problem next time. 21. 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. We’ll introduce you to some of the best sales training ideas so you can: Improve your employees’ sales skills. 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. 22. 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. 1. Length: Two days 4. The object can be something abstract like a strange Lego build, or it could be an everyday item laying around the office. Sales training is the ongoing process of teaching sales teams how to create profitable, deal-closing interactions with buyers. Then, the rep needs to figure out the best question to ask in response to that need. 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. 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. Keep new hires on their toes with this fun activity. 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. Part 1: Planning and preparing effective sales meeting agendas. 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. (This game is often played by asking for directions to somewhere, but any question will do.). Spontaneous pop quizzes during training and onboarding sessions can keep your salespeople engaged, particularly if the testing is gamified. Negotiation Training Negotiating behavior and strategy. Bonus: Three sales meeting ideas. After you’ve identified that one item, think through how you will improve next time it occurs. Here are a few tips for educating and developing your sales force: 1. After new hires are trained, have them give a presentation on what the typical buyer’s journey looks like for your product or service. 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? The point is to get the team actively listening for and identifying prospect handling techniques while learning from a live example. When the stranger provides the answer, the rep must probe for more information as if they "don't get it." 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). 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. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification. 1. "Keep your friends close, but your enemies closer." 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. Read through the list to determine the best tactics and programs to use when training your sales team. Marketing automation software. 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. Have one of your reps make a cold call while the rest of the team listens on speakerphone. 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. 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. Instead try to strategize on surprising your customers with extras. Familiarize your office with new terminologies. One of the mottos we love here at HubSpot is "Always be learning.". It compares you to your competition with a fresh set of eyes, which could offer new talking points and arguments for future sales situations. Listen to and assess call recordings. Sequentially, sales trainers should answer these four questions: So, for example, you may decide you want your salespeople to become experts in your product. A simple but effective retail sales training idea is to share stories of success. Premium plans, Connect your favorite apps to HubSpot. How can we support salespeople if they are struggling to learn the skill. Purpose: To illustrate the importance of discovering needs before launching into a sales speech. Technology: CRM Training When your sales team are trained in your CRM they're more likely to use the full power of the tool. You might even have an entire competitive analysis team. Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. Authority is good, influence is better. 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. Encourage the use of sales tools. Talk to yourself the way you want to … 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. It can focus on one specific aspect of your product/service for a more thorough deep dive. 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. The course has been taken thousands of times and can be a helpful step in making salespeople better at their jobs. This may include in-person learning, e-learning, micro-learning, gamification, or other training techniques to help salespeople improve. Perfecting a short elevator pitch or 30-second commercial can have a massive effect on results. That answers question one. Intended audience: B2B sales teams 6. Each rep must initiate a conversation with a stranger and "prospect" for personal information during the course of the conversation. Sales Training Tips and Ideas. All rights reserved. He and his team worked to determine the best ways to ensure that the break or breach wouldn’t happen. Business, management & leadership training. Take your team to a public place, like a mall or networking event, and have them pair up for accountability. 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. If your business sells multiple products, software, or upgrades, make a list of the key ones. For example: Here’s where you’ll pair a new sales rep with a more established, successful one. 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. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. Sales training should match the goals of each role and meet people where they're at. Sales books may sound slick, but you need practice to hone your skills . winner and the cold caller for a successful Bingo! When people think of ideas for sales meetings, they generally think of busting out the KPI yardstick or solving buyers’ objections. 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. You may unsubscribe from these communications at any time. S'up is a common sales game for building reps' confidence. 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What internal documentation you already have on the subject elevator pitch: 1 or trainer splits reps into multiple and... Team building ideas – Throw in a few sales strategy games on the proper criteria for an elevator or... Industries such as pharmaceuticals, require compliance training for sales meetings, they can explain what learned! Need to hone your skills but like any skill, even naturally adept salespeople need to hone your skills and! 1 to 2, sales training exercise involves playing recorded sales calls meetings. Exercise involves playing recorded sales calls or meetings and discerning the good, the sales manager, know!