The sales department is at the heart of a successful organization. This department can either make or break your vision of being at the top. The unique and important role of a salesperson is to convert customer’s demand to money by juxtaposing and matching client’s needs and the products or services that organization offers which shall fulfil their needs.
Because they interact directly and daily with potential clients, they unconsciously build loyalty and trust for their organization and hence a pool of loyal clients. Loyalty and trust play a significant role in becoming the preferred choice of customers which means great reviews and testimonials. These reviews and testimonials are a great source of validating potential clients about your organization’s work and further helps in building the pool of loyal clients. Hence customer centricity comes handy with this role.
With all that said, it is not hard to see that this role comes with tremendous pressure. Pressure in terms of meeting sales target, continuously farming existing clients and creating a pipeline of potential customers. Research also shows that limited career growth opportunities and job boredom are other set of reasons why employees tend to leave the organization. Due to this existing pressure and limited growth opportunities, the attrition rate has always been high.
You may think what exactly Learning and Development department can do to keep them engaged? Well, the answer is “Learning and Development”. We, L&D professionals, can work around so many things from getting to the root cause of attrition via TNA/TNI to formulating long-term interventions which not only grows them personally but also professionally.
Without enough sales training, the sales team is likely to flounder, and your growing business may become stagnant. This can turn into a domino effect as the more experienced employees may fall into a slump and newer ones will not be exposed to quality leadership.
One of the best ways to keep the new and seasoned talent sharp is by having them trained on recurring basis. By doing so, the team learns from everyone’s experience – the past victories or failures.
Here are some ways to keep your trainings sustained:
Use Psychometric Assessments: Psychometric assessments are a great way to provide insights about oneself. The insights provided helps in preparing for the intervention and locates gaps which needs to be filled. One great psychometric assessment for sales professionals is Everything DiSC Sales. This assessment assesses the taker’s style and suggests ways they can flex with their potential clients.
Crisp Training Session: With the decline of attention span, keeping your training short and crisp is of outmost importance. Keeping them short will make both the learning and engagement intact and sustained.
Incorporate E-Learning: Organizations around the globe are adapting e-learning platforms to train and educate their employees. The biggest advantage of having e-learning platforms is that your employees can educate themselves wherever they are, which means, if they have questions and need immediate help, everything is readily available at their e-learning platforms.
The above list is just a few tips to train your sales staff. Elements like coaching, assigning buddies etc can also add value to retaining your sales team and impacting your organization’s bottom-line.