It’s vital to maintain a competitive advantage in today’s challenging business environment. But it’s nearly impossible, especially for small businesses, to consistently offer the “latest and greatest” product in their industry. The big players have extensive R&D budgets and chances are you can’t compete head-to-head with new product launches and national budgets.
What you can do, though, is invest in your team. Specifically, your sales team. With the right qualification and negotiation tactics, product knowledge and presentation, a well-trained sales team converts leads into happy customers – generating more growth and profit for your company from your tried and true products and services.
That doesn’t mean you stop growing, but new products and services don’t sell themselves. The sales training process is a critical factor for your business — don’t hire a team of “naturals” and leave them to their own devices. Your market is always changing and so should your team. The better trained an individual is, the better he or she will perform in the field.
Here are three reasons why you should invest in a good sales training program:
Increased Revenue:
It’s simple, but often overlooked – providing effective training to the
sales staff means giving them the tools to do their jobs – to the best of their ability. And that leads to an increased prospect conversion and ultimately, lower acquisition costs (and higher profits).
Overcoming Objections:
No matter what you’re selling, prospects seek reasons not to buy.
If your salesperson is poorly-trained, even a half-hearted objection easily dismantles their sales pitch. The most successful salespeople anticipate and prematurely address objections into their presentation. Training teaches your team exactly what push-back to expect, and helps them develop effective techniques to overcome objections.
Brand Image:
Your brand is more than what your marketing department pushes out.
Every interaction with a lead or client defines your company’s image. Often, your salespeople are the ones associating with customers the most, forming relationships and representing the company as a whole. As the face of your company, what they say and do leaves a lasting impression. A thorough sales training process ensures your salespeople properly interact with customers according to your company values.
