Training Sales Staff - Part One!

posted: Friday, March 26, 2010

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It's the day after you've made your hiring decision. The applicant has accepted the position and you have both mutually agreed on a start date. Now it is time to begin teaching and training your new team member. You obviously hired them because they have demonstrated their abilities and knowledge through the interview process. However, no matter how qualified they are, training is going to have to take place.

One of your primary responsibilities as a sales manager is to provide your salespeople with all the tools necessary to be successful. It is also important to remember that people often leave a position because they feel that they are not getting the training and support they need to be successful. Your training will provide the tools that your new salesperson will need to reach the goals and a level of success.

There are four specific areas when it comes to training:
  • Sales techniques - These are specific strategies and techniques used to close a sale, add-on, handle objections, demonstrate merchandise etc. They may not be used in every situation, but a salesperson must have this knowledge.
  • Product knowledge - Simply put, this is giving the salesperson the knowledge of the product(s) they are selling and the ability to answer any questions a customer may have about the product(s).
  • Operations - This involves the process of how to complete a transaction from an operational point of view. This includes everything from how to complete an order form to completing the financial forms to insuring delivery.
  • Customer service - Customer Service is the salesperson's knowledge of how to treat a customer in order to gain their respect and commitment to the individual salesperson. It is the salesperson's ability to build a customer base of clients that will knowingly and willfully come back to them again and again to satisfy their needs and to recommend that particular salesperson to others. Providing outstanding customer service happens before the sale, during the sale, and after the sale has been completed.
These represent a starting point for your training. If you are diligent in hitting these four areas and your new salesperson is well versed in these areas, then you are both off to a great start. When we are together again, we will examine the keys to effective training.

FINAO - Brad Huisken - IAS Training

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