| Sales training can be one of the more | | | | life time." The same thing applies in |
| difficult parts of sales. It can be hard | | | | sales training. You want to teach your |
| to explain what you're looking for; | | | | employees how to get better sales. Don't |
| difficult to convince your sales team | | | | just feed them one-liners or give them a |
| that they should do things your way; and | | | | product that is sure to sell with or |
| a trial to get your sales team to | | | | without any assistance. Teach them |
| actually do the things you've just | | | | principles that will improve their |
| trained them in. No one looks forward to | | | | selling skills. |
| sales training. But unfortunately, it's | | | | 4. Don't bite off more than you can |
| an inevitable part of any company | | | | chew. Don't pack too much information in |
| involved in sales. So in order to make | | | | your sales training meetings. If |
| things a bit easier for you, here are 6 | | | | necessary, schedule another meeting to |
| suggestions of things to avoid during | | | | finish going over the thing you've been |
| sales training. | | | | discussing. But don't keep your |
| 1. Avoid training that promises fun and | | | | employees in training meetings for hours |
| games. As tempting as it may be, sales | | | | upon hours. They will only get bored and |
| training that promises fun and games to | | | | frustrated and no one will learn |
| your employees is not always the most | | | | anything useful. You'll just be wasting |
| efficient way to train. Some experts say | | | | your time. So be sure that your sales |
| that trying to get your staff all riled | | | | training meetings are concise and brief. |
| up can be a waste of time and money, | | | | Each employee should come away with |
| especially if the effort comes late in | | | | enough learning to make a difference in |
| the day. If your company cannot offer | | | | their selling, but not so mach that |
| job satisfaction in general, no amount | | | | they'll ignore everything you say. |
| of fun and games will be able to fix it. | | | | 5. Avoid passing fads. Sales scripts are |
| This is not to say that you should never | | | | often taught as magic bullets: "if you |
| offer fun and games during sales | | | | use this script you're guaranteed |
| training, just that you should chose to | | | | X-number of sales..." This approach is |
| do so with caution. | | | | often popular among sales |
| 2. Don't wait until the end of the day. | | | | representatives, but is often very |
| Anyone who has ever had a job knows how | | | | ineffective. In doing this you're not |
| slowly the afternoon can drag on. Most | | | | teaching your sales reps the skills they |
| people count the hours until they can go | | | | need to succeed. Sales training that |
| home. So planning a sales training | | | | follows fads, jumping from one sales |
| meeting (which can already cause | | | | system to another, may confuse sales |
| irritation in some employees) at the end | | | | people or turn them into cynics. |
| of the day can be very ineffective. Your | | | | 6. Avoid fear of motivational speakers. |
| employees are already tired and bored, | | | | Sometimes what your employees really |
| and the last thing they need is a boring | | | | need is some motivation. Maybe they are |
| meeting on how to improve their sales. | | | | already equipped with the best tools for |
| 3. Teach your sales representatives how | | | | sales; they just need to be motivated to |
| to fish, don't just give them a fish. | | | | do their best. Inviting a motivational |
| You've heard the old saying "give a man | | | | speaker to one of your sales training |
| a fish and feed him for a day; teach him | | | | meeting can be a very effective training |
| how to fish and you'll feed him for a | | | | technique. |