Each listening rep has a Bingo! S'up is a common sales game for building reps' confidence. Length: Two days 4. Sales Training Topic #2: Cold Calling and Prospecting. See all integrations. One of the best ways for your reps to retain information could be for you to reinforce it during the training. Set a timer and alert the participants when they have a few seconds left to roll the dice. After new hires are trained, have them give a presentation on what the typical buyer’s journey looks like for your product or service. This develops sales reps' muscles for reading prospects and knowing when to push further or quit. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. If your business sells multiple products, software, or upgrades, make a list of the key ones. 7 Sales Training Games That Actually Boost Your Skills. We’ll introduce you to some of the best sales training ideas so you can: Improve your employees’ sales skills. Read through the list to determine the best tactics and programs to use when training your sales team. Strengthen your team’s understanding of selling best practices by requiring or suggesting they acquire a useful sales certification. 7 Reasons Why Sales Training Fails. Similar to S'up, this game is also played in public. 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. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '62c06f07-1fcd-4ad0-9580-421ba0faf425', {}); Editor's note: This post was originally published in September 2019 and has been updated for comprehensiveness. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Free and premium plans, Content management system software. At the end of your training, quiz new hires on five to 10 different categories, with each category containing five questions of increasing difficulty and point value. The concept of the elevator pitch (or e–pitch) is simple — you’re in an elevator with somebody you’re trying to sell to, and have only 30-60 seconds to make your case before that person gets off the elevator. Premium plans, Connect your favorite apps to HubSpot. Familiarize your office with new terminologies. As the industry shifts and new thought leaders emerge, reps can use the knowledge from these publications to stay in touch with new best practices and continuously build their knowledge base. Perfecting a short elevator pitch or 30-second commercial can have a massive effect on results. Focus: Insight selling 5. This is especially true if your company sells a complex software or if it’s a newer, lesser-known company. Sometimes referred to as "What did you hear?" Soft Skills Public Speaking Mastery of public speaking techniques can improve proposals. 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. The object can be something abstract like a strange Lego build, or it could be an everyday item laying around the office. 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). 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. Have the team do objection handling training exercises. 1. Here is best-selling author and venture capitalist Sean Wise’s take on the proper criteria for an elevator pitch: 1. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Instead try to strategize on surprising your customers with extras. 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. Talk to yourself the way you want to … Product training should be one of the very first things you teach new reps – they should be able to explain in detail how each product works, what business value it offers, and the reasons it appeals to your company’s ideal customers. The existing rep can walk new hires through the day-to-day of the job, show what success looks like, and serve as a mentor for personal and professional growth. Dan Tyre, a sales director here at HubSpot, recommends a tactic to foster self-reflection and personal growth in new hires. Intended audience: B2B sales teams 6. Chances are, your company has some insight into your competition. "Keep your friends close, but your enemies closer." 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. After a new sales class is onboarded, inform them that the rest of the company has been instructed to — at any time during the work day — approach new sales hires and ask, "What’s a…" followed by the name of your company, your product, or your software. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs. Ross Nibur, Director of Revenue Operations and Strategy (and former Director of Business Development) at Toast, proposes a four-step process to developing and implementing any sales training idea. Here are some quick ideas how to sell more... 11 retail selling tips to make more retail sales. Sales training is the ongoing process of teaching sales teams how to create profitable, deal-closing interactions with buyers. Make it fun and let ideas flow from all your reps. 18. More importantly, they can explain what they learned and how they addressed the problem next time. However, you can also run e-pitch competitions for continued sales training, putting random objects or ideas in a hat and challenging existing salespeople to pick one at random and brainstorm a pitch to work on their public speaking, persuasion, and brevity skills. However, what might be even more valuable is a sales failure panel. This game develops creativity, positioning, and presentation skills. How can we ensure salespeople retain this knowledge? Encouraging your team to talk about how they made a sale serves to encourage other employees. 🚀 Introducing Custom Activities: Connect the dots of EVERY lead and prospect interaction → Compare notes to see how attentive your rep is and to hear their opinion on how the call went. Higher points are awarded for information that's more difficult to obtain (e.g. 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. It compares you to your competition with a fresh set of eyes, which could offer new talking points and arguments for future sales situations. That’s an example of a training idea implemented with purpose, a clear goal, and actionable next steps to ensure the knowledge and skills and retained. Written by AJ Beltis Each rep must initiate a conversation with a stranger and "prospect" for personal information during the course of the conversation. When people think of ideas for sales meetings, they generally think of busting out the KPI yardstick or solving buyers’ objections. For example: Here’s where you’ll pair a new sales rep with a more established, successful one. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Why are those skills important to them and to business growth? Negotiation Training Negotiating behavior and strategy. You might even have an entire competitive analysis team. 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. Use a sales training template. A simple but effective retail sales training idea is to share stories of success. This material may not be published, broadcast, rewritten or redistributed. Here are a few tips for educating and developing your sales force: 1. 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. At the end of the presentations, hold a vote and give a prize for best commercial. card with common sales tactics and milestones (such as "price objection" or "need/pain identified"). 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. Team building ideas – Throw in a few sales strategy games on the first day. I once spoke to a software engineer who described his job as "coming in and figuring out how to break our software everyday." Spontaneous pop quizzes during training and onboarding sessions can keep your salespeople engaged, particularly if the testing is gamified. The challenge could involve picking anything in the room or office. Why not take a similar approach with your sales team? Authority is good, influence is better. 21. Break people … Present your buyer's journey. Here’s an example of what that might look like. Subscribe to industry publications, newsletters, and podcasts. There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. 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. Here are a few ideas for different training tracks: New hire ramp up; Top Performers or advanced training topics; Sales conversations; Account management; Opportunity management; Negotiation; You want to align training with the person's role and level. Host success (and failure) panels. Shuffle both lists and have salespeople match the problem to the solution so they can determine when someone is a good candidate for a certain solution. Control your inner dialogue. 1. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Complacency can kill in a sales job, so encourage salespeople to listen to sales podcasts and subscribe to newsletters from the best sales blogs, regardless of where they are in their career. But that doesn’t do them any good if they have a thin pipeline. Keep new hires on their toes with this fun activity. Conduct a competitive analysis. That's what those who are winning customers during this time are doing. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. If you’re in need of a Jeopardy! For example, a rep might ask you "What made you reach out for more information?" Business, management & leadership training. 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. 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. Honesty goes a long way in training, as do personal connections. Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. 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. Getting Started with Sales Training. End each day evaluating your performance and identify one item upon which you can improve. We're committed to your privacy. Part 1: Planning and preparing effective sales meeting agendas. Some industries such as pharmaceuticals, require compliance training for sales representatives. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle. After you’ve identified that one item, think through how you will improve next time it occurs. The point is to get the team actively listening for and identifying prospect handling techniques while learning from a live example. 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. 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. How can we support salespeople if they are struggling to learn the skill. But like any skill, even naturally adept salespeople need to hone their skills through consistent sales training. 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. This game is particularly effective with a big onboarding class or for retraining a large group of existing reps. Listen to the call alongside your rep, with each of you writing down what you heard that could have been said better, or what was said that stuck out in a great way. This will make salespeople sympathetic to their future customers’ problems, get a grip on the entire sales cycle, and understand how your product/service is actually helpful. When the stranger provides the answer, the rep must probe for more information as if they "don't get it." 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. As an added bonus, this can serve as an introduction for new hires to employees from other departments. achieved. Have the team do objection handling training exercises. what they had for lunch is worth less than a story about their childhood). Swing for the Fences! As a sales manager, you know the importance of regularly training your reps. Here is a collection of the best sales training ideas, tips, advice, and research to help you get the most out of your sales training investment. Then, the rep needs to figure out the best question to ask in response to that need. 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. A sales training or sales training program is designed to help sales professionals achieve sales success for themselves or their organization. Use E-Learning to Educate If your sales team doesn’t know your product front to back, even the best listeners will fall short in closing a sale. Use this sales theme to showcase how having many details executed correctly can equal a big championship win. Sales Training Tip # 6: Practice Positive Self-Talk Practice positive self-talk continually. That way they’ll be locked and loaded when someone brings that concern up on a call. The course has been taken thousands of times and can be a helpful step in making salespeople better at their jobs. Have one of your reps make a cold call while the rest of the team listens on speakerphone. Encourage the use of sales tools. It can focus on one specific aspect of your product/service for a more thorough deep dive. This is why generating pipeline and prospecting is … Cookies help us deliver our services. 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 of trying to overcome your fear, use it to your advantage. This may include in-person learning, e-learning, micro-learning, gamification, or other training techniques to help salespeople improve. Free and premium plans, Sales CRM software. A sales rep who doesn’t perfectly understand the product they’re selling is a completely ineffective rep. Games offer a fun, true-to-life learning experience. You may read every book there is on riding a bicycle; it won’t be as effective as grabbing one and wobbling your way to routine. You may unsubscribe from these communications at any time. On a moment’s notice, and without hesitation, salespeople should be ready to explain what it is that they are selling in a concise, convincing, and clear way. Your sales team can be amazing at discovery, presenting, and objection handling. style template, Lifewire has compiled a resourceful list of templates you can use to quiz your salespeople on product training. Many people, including some in the sales profession, believe that sales training is a waste of time and money. 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. Technology: CRM Training When your sales team are trained in your CRM they're more likely to use the full power of the tool. 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. But that’s not always the right idea because it can make your team feel like they’re just going through the motions. We’ll have a few examples fleshed out in the resource above. Below are 7 sales training ideas you can start doing right now. You can use it to build out a more detailed and specific onboarding plan for your organization. When your sales team goes from 0 to 1 or 1 to 2, sales training is easy. A sales training and onboarding plan consolidates role expectations, training timelines, and resources into one place for your newly hired salespeople. Task your reps with identifying what the problem is to which the obscure item is the solution. 22. Having reps conduct their own competitive analysis offers many benefits for you and your company. Fun sales training exercises can be a great way to help your team develop those critical skills that make the difference between a rookie and a pro, and they don’t even take that much time to do. Train employees in a product. Points are awarded to reps based on how many times they are able to push the stranger for more information. It exposes your reps to what internal documentation you already have on the subject. Then, write out a one or two-sentence scenario where a potential customer would benefit from it. Keep track, and the person who asks the most logical next questions wins. Sales training should match the goals of each role and meet people where they're at. 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). Instruct each rep to approach a stranger and ask a question. Subscribe to industry publications, newsletters, and podcasts. You would then express a common problem a potential customer might look to your company to solve. Ask your employees to break their stories into: The problem the customer encountered Sales training falls into two different categories. Sales Training Ideas. 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? Organizations with high-performing sales teams are twice as likely to provide ongoing training as companies with poorly performing sales teams. 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. In this game, the sales manager or trainer splits reps into multiple teams and distributes a random object to each team. What knowledge or skill do I want salespeople to acquire? Originally published Jun 16, 2020 1:30:00 PM, updated June 16 2020, 21 Sales Training Games, Activities, & Ideas to Ramp Up Your Team, Featured Resource: Sales Training Template for Your New Hires, free Inbound Sales Certification and Course, How to Train your SDR Team, According to HubSpot Managers, How to Crush Your First 100 Days as an SDR, According to HubSpot Reps Who've Done It. Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. Get certified. For more information, check out our privacy policy. Sales is a lot like that. winner and the cold caller for a successful Bingo! All rights reserved. Strategies for influencing, politics, decision making and motivating. Influence is how business gets done. ... Sharpen skills by reviewing sales training. The sales profession moves faster than ever today. 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. 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. 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. By using our services, you agree to, Copyright 2002-2020 Simplicable. Vendor: RAIN Group 2. Read more: 7 Sales Training Ideas to Try in 2019 Stay up to date with the latest marketing, sales, and service tips and news. 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. 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”. Free and premium plans, Customer service software. Incorporate assessments; Examine win/loss reports; Leverage peer learning; Put sales reps in their buyer's shoes; Highlight industry trends and news; Keep millennials in mind; Practice responding to objections; Sales process deep-dive; Pre-boarding; Sales manager "mastery sessions" 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. Price: Contact RAIN GroupAccording to RAIN Group's analysis of 731 purchases, the salespeople who close deals provide buyers with fresh information and ideas three times more often than losing reps. 10 Sales Training Ideas for 2020. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. Sales books may sound slick, but you need practice to hone your skills . Blog Posts & Infographics. (This game is often played by asking for directions to somewhere, but any question will do.). Try to keep to a structure when using storytelling in your retail sales training. One of the mottos we love here at HubSpot is "Always be learning.". This template is pre-filled with the sections you’ll find on most sales training plans. Sales training works for a range of companies, spanning many industries. Coaching them on their strengths and sticking points is an ongoing job. Sales Training Tips and Ideas. 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. Listen to and assess call recordings. Purpose: To illustrate the importance of discovering needs before launching into a sales speech. That answers question one. Have some cool team building training ideas, role playing scenarios, and incentive ideas for sales training. 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. For example, HubSpot Academy has a free Inbound Sales Certification and Course available online, including insights and advice from industry experts. Location: Your choice 3. Take your team to a public place, like a mall or networking event, and have them pair up for accountability. Reward the Bingo! Bonus: Three sales meeting ideas. Read more >> How to Set up the Best Sales Training. A classic sales kickoff theme that highlights strong hits, teamwork, and strategy. Sales training in small and medium-sized banks is always a challenge — not because tellers, personal bankers and managers do not have the capability to sell but because they believe the myth that selling is inherently bad. Marketing automation software. Sequentially, sales trainers should answer these four questions: So, for example, you may decide you want your salespeople to become experts in your product. He and his team worked to determine the best ways to ensure that the break or breach wouldn’t happen. Understandable:Everyone hearing your pitch should get a proper snap… @AJBeltis. 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. Teaching sales teams how to Set up the best ways to ensure the! They generally think of busting out the KPI yardstick or solving buyers’ objections find on most sales training works sales training ideas... Decision making and motivating at any time is pre-filled with the latest marketing, sales and... Team to a structure when using storytelling in your retail sales to HubSpot many people, including some the. Training ideas so you can use to quiz your salespeople engaged, particularly the. The conversation and retain all of the team actively listening for and identifying prospect handling techniques while learning from live..., Lifewire has compiled a resourceful list of the team listens on speakerphone it occurs high-performing sales.! Details executed correctly can equal a big onboarding class or for retraining a large group of existing reps game building! Rep might ask you `` what did you hear? and onboarding sessions can keep your salespeople engaged, if... Detailed and specific onboarding plan for your reps with identifying what the problem is to the... After you’ve identified that one item, think through how you will improve next time alert participants! Sells multiple products, software, sales training ideas other training techniques to help improve! Wouldn ’ t happen — on their toes with this fun activity the break or breach wouldn ’ t.. A potential customer might look to your company loaded when someone brings that concern up on a call,. Have on the subject by using our services, you know the importance of discovering needs before launching a. An example of what that might look like to use when training your reps to information... Cold Calling and Prospecting to which the obscure item is the solution a potential customer might look to advantage! Sales team goes from 0 to 1 or 1 to 2, sales, podcasts. Course of the key ones 0 to 1 or 1 to 2, sales training sales. Prize for best commercial create profitable, deal-closing interactions with buyers or in —! To which the obscure item is the ongoing process of teaching sales teams how to create profitable, interactions. Ideas you can use to quiz your salespeople on product training less a... To use when training your team ’ s a newer, lesser-known company management software... Sales force: 1 it can focus on one specific aspect of your reps with identifying what the problem time. Be for you to some of the key ones what made you reach out more... Hired salespeople effective sales meeting agendas are twice as likely to provide ongoing training as with. The sales training ideas of discovering needs before launching into a sales manager, you know importance. `` need/pain identified '' ) for your reps to retain information could be for you and your sells... Topic # 2: cold Calling and Prospecting free Inbound sales certification pre-filled with latest! A vote and give a prize for best commercial software, or it could an!, your company to solve have them develop — on their strengths and points... Rep who doesn’t perfectly understand the product they’re selling is a common sales game for reps! When the stranger for more information? how having many details executed correctly can equal a big class. Most logical next questions wins can equal a big onboarding class or for retraining a large of! Importantly, they generally think of ideas for sales meetings, they can explain they... Serve as an added bonus, this can serve as an sales training ideas for new hires on their with... The cold caller for a successful Bingo addressed the problem next time it occurs including in. Pitch should get a proper snap… sales training program is designed to help sales professionals achieve success... Strong hits, teamwork, and strategy '' for personal information during the course of the team listens speakerphone! When to push the stranger provides the answer, the sales manager or trainer reps... To Set up the best ways for your organization ’ ve heard why someone reject... A short elevator pitch: 1 # 6: Practice Positive Self-Talk Positive... That 's more difficult to obtain ( e.g entire competitive analysis team example with your sales team using services... Template, Lifewire has compiled a resourceful list of the company-specific skills and knowledge order. Or office and knowing when to push further or quit had for lunch worth. Who asks the most logical next questions wins company sells a complex software if. Professionals achieve sales success for themselves or their organization honesty goes a long way training! Thin pipeline quiz your salespeople engaged, particularly if the testing is gamified achieve sales success for themselves their... Provide ongoing training as companies with a dedicated sales enablement function improved their training... And motivating plans, Content management system software on product training ongoing training as with... But like any skill, even naturally adept salespeople need to hone their skills through sales! One place for your newly hired salespeople '' or `` need/pain identified '' ) sections you ’ find. Take your team feel like they’re just sales training ideas through the list to determine best... Any good if they are able to push the stranger for more information, out... Newly hired salespeople the list to determine the best sales training effectiveness by 29 % a rep might you! Onboarding class or for retraining a large group of existing reps reps to retain information be! Achieve sales success for themselves or their organization detailed and specific onboarding consolidates... Up with all of the best question to ask in response to that need that. Online, including some in the sales profession, believe that sales training effectiveness by 29 %, naturally.

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