Adequate sales training is essential for the sales team to function in a coordinated manner and based on strategies and methods of action based on experience and good practices.
What is sales training?
We understand that sales training is the process by which essential skills are acquired to develop a complete sales process. This includes knowledge about the organization of a sales department, the use of prospecting tools and sales negotiations.
Training at a commercial level, therefore, includes learning about commercial strategies and techniques, but also about other issues related to marketing and customer service.
Being well trained brings multiple advantages for daily work:
Having multiple channels through which to reach the customer. With the arrival of ICTs, the commercial panorama is expanded, since the customer has more options, and current communication is based on very diverse online marketing techniques.
Staying constantly updated. Sales are influenced by market trends that salespeople must know how to manage in order to achieve their goal of selling more. Content must be curated and influencers and early adopter customers from each market must be followed.
Improve sales rates. Be closer to the customer, anticipate and know what they need at all times with less effort.
Building loyalty with new techniques. New technologies provide more possibilities for customer loyalty. Linkedin and Facebook, and trends such as social selling or the use of private groups, provide more direct communication.
Organization of the sales department
Organizing a sales department is not just about going out and selling. Multiple activities must be carried out before closing a sale, and an appropriate staff structure must also be in place.
Sales processes generally depend not only on the willingness and resources to do so, but also on previous decisions and the activities we referred to. Normally, the marketing plan includes all the ideas that define what the product will be like, its competitive positioning and the communication style that will be implemented to reach consumers.
There are companies that outsource many tasks, while others prefer to handle them with internal teams. In any case, the more trained a worker in a sales department is, the greater the chances of being integrated into several positions.
What skills make up optimal sales training?
At Cursos Femxa we think of the salesperson as a flexible worker who handles multiple tools and moves easily between the areas that define the relationship with the client. To complete the training of this professional profile, we recommend acquiring the following skills:
Learn about support tools:
Optimizing management processes is a key objective for the commercial organization. Monitoring sales (and post-sales) activities and customer loyalty must be carried out using agile work processes and with the support of technological tools to support commercial management.
Some of these tools, which are essential today, are CRM (Customer Relationship Manager) to implement relational marketing strategies on its basis.
Others of them affect the development of content marketing and its dissemination: blogs, social networks, content syndication, podcasting... They are tools through which we communicate the virtues of our products and keep the audience informed of all the news and updates of a product portfolio.
The marketing plan is the basic tool that determines how a product landline numbers list , range or service is marketed. It should define many of the basic aspects that make up the characteristics of the final product, but for the training of a salesperson it must involve identifying the origin of all its attributes, and therefore, how it will be marketed.
In addition to basic marketing concepts, sales training should focus on knowledge of online promotional tools and the operation of an effective commercial website.
Customer Service:
For a company to achieve commercial success, it is essential that its customers feel supported and well looked after. Sales training must therefore include learning how to manage a customer portfolio efficiently. This includes both the relationship and treatment of consumers and a professional handling of complaints and claims.
These are therefore basic concepts to internalize:
Communication, customer behavior, and resolving difficult situations
Knowledge of consumer protection institutions and services