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How do you keep your sales reps interested in their training?
I offer periodic on-going training for my sales team, and while they are good salespeople, I feel that they aren't engaged in the classes and don't take away the skills and insight that they need to. I try to keep the training sessions as fun and efficient as possible, but what else can I do?
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3 Answers
Craig,
Without knowing all the particulars, I would recommend a tighter link between your on-going training and individual performance. How does this training directly relate to improving the performance of your sales team? How will this training help sales representatives increase their income or put them closer to achieving a bonus? You may need to break your team into smaller groups with common needs and taylor your material/presentation to each.
Cheers,
William
Sales training is all about communication.
At our company we use a combination between short daily training and weekly workshops. During these workshops we decide on a subject to discuss and then all the salesmen can put forth their ideas.
This teaches us a lot about their problems, what they want to improve and gives up feedback on how we are doing.
From these workshops we can tailor the rest of our sales training to be interesting for our sales reps.
During our discussions we also get the chance to in a informal atmosphere share statistics like, "100 calls makes 2 sales - proof that activity is good!". (not something salesmen generally like to hear, but we have been able to use it as a motivator in increasing overall activity).
Great question Craig, I'm glad you offer ongoing training for your staff. I've found it helpful to design training around the skills and abilities that each individual offers. People tend to be happier and more productive when they work in a way that reflects what they enjoy doing.
You might design training that draws on what they enjoy doing and combines it with the product or service you're selling. I also enjoy having employees come up with their own ideas of how they can be more effective, they tend to follow-up better when the solution comes from them.
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