The best way to increase product sales performance and retain successful employees for the long run would be to help those employees develop their skills. When salesmen are experiencing significant success (and receiving a whopping fee as a result), they’re never going to scroll LinkedIn looking for new offers.
Nevertheless , if you Google search “How to Improve Sales Team Performance, ” you will get a wide range of suggestions. From increasing the frequency associated with one-on-one meetings to employing an external coach or having a sales retreat, there’s a good number of ideas.
With that in mind, let’s consider another option: Investing in custom sales training courses to improve, engage , and keep employees.
Prior to we dive into using custom courses to increase sales and employee retention, let’s discuss why you should use this instruction method to begin with.
Why invest in custom product sales training?
Theoretically, we’re just presenting a person with yet another idea—creating custom made e-learning courses for your product sales teams. But , we’re self-confident in this idea because there are numerous compelling reasons to invest in custom courses for your sales team. Custom courses are:
- Tailored to satisfy your needs. Product sales training people don’t require generic courses, they need to realize your product or service through plus through and be able to speak to that. You can create custom programs that are not only tailored for your company more generally, but also different teams and their particular role in the sales process.
- More relevant and engaging just for salespeople. With animations, simulations, scenarios, drag-and-drop, and other interactive elements, courses can be more interesting. There are a myth that corporate training courses need to be since bland as the plain matches and ties that workers wear to the office every day. That’s just not true!
- Able to be up-to-date over time. If you make slight adjustments for your sales cadence or adopt a new marketing tagline, you can update your courses accordingly. This is especially true if you work with a articles design partner that provides you with the source files in making changes as needed.
- More versatile for busy learners. Learners can full courses when their plans allow them to, as opposed to shoe-horning in time in a packed plan. “Time is money” is certainly never more true compared to with a sales team.
- A continuous training remedy. Have you ever went to an annual training session, and then forgotten everything you’d learned a few months later? That’s not uncommon. Custom courses present a continuous solution as learners can keep on revisiting them in the future as needed.
- A smart financial investment. Though custom programs can have higher upfront expenses, they’re also more beneficial over time. Check out the graphic beneath to see what we mean:
All of these benefits can result in improved sales. But , this comes with a big caveat—you’ll only access the benefits of custom product sales training courses if those courses are well-made.
So , let’s consider components you can incorporate into your e-learning strategy to create courses that work.
E-Learning Growth Tips to Increase Sales
To create custom sales courses that increase deals closed, products sold, services rendered, and subscriptions signed (you get the idea), keep the following tips in your mind:
- Start by reviewing existing content. This includes reviewing formal training components and interviewing trainers plus top salespeople. Determine what to keep, what to remove, and what in order to expand upon based on what top salespeople deem many helpful in their process.
- Define goals and tie them to key performance indicators (KPIs) . Consider what you want salesmen to do better after finishing your course. How do you wish that improvement to effect your bottom line? Don’t simply say that you want salespeople if they are to get better at negotiating prices. State “I want salespeople to construct their price negotiation skills and as a result, increase their average contract by 10%. ”
- Empower salespeople to rehearse soft skills. Think of the most successful salespeople on your team. We’d bet that they’re very personable and fast on their feet. That’s not really something that can be learned by reading a book or viewing a presentation—it only comes with practice. So , build realistic scenarios and simulations into your courses to immerse learners in them. Rather than reading regarding contract negotiations, they can exercise responding to a prospect having a simulated negotiation.
The idea is that your programs should be hyper-focused on what is helpful to salespeople—the conversation skills, research tactics, and other equipment of the trade necessary to close up deals successfully. Then, you’ll want your salespeople to practice those skills over and over just before heading into their next prospective client conversation.
E-Learning Development Tips to Increase Preservation
So , you’ve trained a team associated with outstanding salespeople. How can you bear them from taking those newfound skills to the next company to provide a higher salary, better benefits package, or even work-from-home uniqueness? Hint: it isn’t really simply giving them more money .
High-performing workers became that way because they purchase their knowledge. Your best salespeople weren’t born having the ability to talk their way into a successful closing. They look for opportunities to continue improving. Therefore , naturally, to retain high-performing salespeople , you should create your e-learning programming with retention in your mind.
Here are a few suggestions to make your e-learning courses work for you from a retention perspective:
- Give employees opportunities to explore topics that interest them. If your courses skim over any kind of topics—information that’s nice to learn, but not need to know—consider producing supplementary microlearning courses that will expand upon those topics. Employees who are interested in the info will be able to take the microcourse and find out more.
- Prioritize flexibility in your programming. Allow learners to complete courses by themselves schedules as they see fit, whether in between demo calls or even after traditional work hours. Additionally , make courses accessible after employees have already finished them. That way, if they forget about something, they can revisit this down the line.
This way, overachieving salespeople may access training when and how they want. They’ll continue seeing increased success at your business and won’t need to appearance elsewhere for career fulfillment.
If you’re aiming to not only increase your bottom line but additionally entice top sellers in order to stick around for the long run, customized e-learning courses can help. Which is, only if you create classes that are helpful for your group!
With these tips, you’ll be off to a great start. Good luck!
Amy Morrisey may be the President of Artisan E-Learning and serves as Sales & Marketing Manager. Amy began with Artisan as a contract writer/instructional designer. She was our Production Manager designed for four years and assisted the team to dual its capacity. As Leader, she stays focused on keeping the high standards our clients have grown to expect. She thinks that staying close to the clients, our people, and our work is a smart method to do that. One of her preferred things to do in the e-learning world is jump in with a customer to write a storyboard that is creative and application-based. Just before working with Artisan, Amy invested 17 years in business training and development mainly teaching leadership development plus coaching teams and executives. She currently serves for the board of ATD Of detroit.