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Sales Training For The Experienced

Nov 30, 2007
Sales training is an essential yet often overlooked method of improving your sales. Often sales people will be resistant to change implying that because they have done it for a number of years they know best. Of course there is some truth in this. Experience can provide a great deal of acquired knowledge of techniques that salespeople use to make sales, however, there is a lot to be said for sales training as it helps even the most experienced salespeople refresh and learn new techniques.

Sales training can be achieved through books or classes delivered at a dedicated office or by trained educators at your place of work. Sales training is likely to begin with the aim to increase awareness about the role of a salesperson. Initially a course will deal with outlining the objectives and priorities of the salesperson. This is vital to outline as it helps the salesperson utilise their time effectively. Balancing the demands, constraints and choices is one of the hardest parts of a salespersons job and training will offer techniques to cope with these problems such as a sales manager's role map. Training will also help gain a balance in focus between the team, targets and individuals along with leadership skills for sales managers.

Sales training will also help build an effective sales team. It will help recipients understand the roles of team members and how to recruit and induct team members effectively. It is important that your team work in an environment that empowers team members. It is also important to seek training to manage inter-department relationships.

Managing the performance of your sales team is vital. A course will help improve your communication skills and especially your ability to agree on objectives and targets. It will also provide methods to help manage the day to day monitoring and evaluation. It will also help you develop your ability to give and receive feedback positively. There are also techniques that will help you manage poor performance and high achievers as well as balancing qualitative and quantitative performance measurements.

Training can provide guidelines for territory management that will help your sales team prioritise activities, set up monitors and controls and manage their time more effectively. Training to improve the levels of motivation in your sales team can also benefit your sales team. This will include techniques to improve communication to motivate and inspire. Training can also help the sales team manager develop the role of incentives in improving sales. It will also help then cohesively implement, monitor, review and evaluate the plan.

Developing the levels of financial awareness within your sales team is a key way to improve the effectiveness of your salespeople. If they understand the ramifications of their negotiations and the best way to maximise profit they will provide better results. Educating the sales team to understanding the financial terminology is a start. Coaching can also help them prepare realistic budgets and interpret financial information with confidence. This can all be improved through a course.

Communication is the most vital aspect of sales and although salespeople have to be blessed with a certain level of natural communication skills there are techniques that can be learnt. Personal communication styles can be improved especially in regards to the ability to influence potential clients and improve sales presentations. The ability to brief teams well and facilitate meetings effectively can be acquired with education as can providing an productive communication network. Sales training offers a wealth of opportunities for people wanting to improve their sales.
About the Author
Shaun Parker has been a leading salesman for all of his life. He uses his many years of experience to run sales training for salespeople of all levels of experience.
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