The Learner’s Journey: Making of a Sales Expert
6 minutes read
Rome wasn’t built in one day and the same applies to your sales reps. You cannot create sales experts out of them in a day or a week or a month.
It takes time, a proper process, patience, hard work, and most importantly a clear roadmap to turn your sales reps into professional sales experts.
You need to craft a learner’s journey for them and define in it,
How you are going to take your sales reps from newbies to experienced sales professionals
What exactly are you going to train them on at each stage of their career?
To help you with this, we have crafted a 3 stage learners’ journey. This will help you take your sales reps through a pre-defined learning route that would eventually lead them to sales expertise.
Stage 1: The Beginners stage
This is the stage when a sales rep has newly joined your organization and is undergoing onboarding training. This stage generally lasts between 3-6 months. Here is what you need to train your sales reps on at this stage.
The first step is to provide the foundational training and equip your new hire sales reps with the knowledge of,
Your company’s mission, vision, and strategy
The products and solutions that you offer
Key features of the products and USPs
Market trends and needs
It’s crucial for your reps to have a strong foundational knowledge as this lays the foundation for their further development
Company’s compliances and policies training
Next up, train them on all the compliances, policies, and rules that they need to follow like,
Policies of your company
Compliances and policies of your industry
Compliances and policies that apply in your customers’ industries
Customer interaction rules
This knowledge helps the sales reps to abide by rules while selling
Processes and systems training
Equip your new hires with the knowledge of the sales processes and the sales technologies that they need to use like,
The lead generation tool
The sales enablement tool
Team or cross-functional collaboration tool
Proposal management system etc
Having a proficient knowledge of sales processes and sales technology helps them to efficiently,
Manage customer accounts, sales cycles, and deals
Plan sales strategies for their territory
Identify growth drivers
Establish inter-team and inter-department coordination
Deliver timely and quality responses to customers requests
Stage 2: The productive employee stage
Once your sales reps qualify from the initial onboarding program and hit the sales floor, they reach the second stage where they have attained full productivity. At this stage, train them to sharpen their sales knowledge, sales approach, techniques, and skills.
Below are various aspects to focus your training on at this stage
Train the sales reps on the best sales methodologies and sales approaches that work for various territories, industries, markets, and products they deal with. This training involves teaching them:
How to acquire new accounts in various territories
How to create real go-to-market plans
How to identify potential new opportunities
How to develop insights into the customers’ needs, motivators, and drivers
How to engage with the right person, at the right time
How to link the sales process with the customers’ buying process
How to improve forecast accuracy
How to verify customers behavior and outcome at each stage of the sales cycle
The art of discovery
The power of prospecting
Best practices to create a strong pipeline
And cold calling skills
Teach them how to identify opportunities to upsell or cross-sell
Conduct regular sales coaching sessions and hone your sales reps selling skills like,
Product pitching/ product demo skills
Questioning techniques that they must adopt to uncover customers’ need
Strategies and techniques to overcome objections
Strategies to stand out from the crowd by making their value message much more memorable by showing success stories of how customers’ challenges were solved with your solution
Effective closing skills etc
Stage 3: The Expertise stage
This is the stage where the sales reps have gained enough knowledge and experience and are ready to take their skills to a next level. At this stage, the sales reps should have attained expertise in their role and they are capable of taking on the role of a team lead/ manager/ coach/ trainer.
Here is how to develop your sales reps at this stage:
Encourage the sales reps to specialize in a particular customer demographic, market, or business domain
Prepare them to be consultants to their customers rather than being mere sales reps. Encourage them to,
Connect with their customers and build a good rapport with them
Go into the depth of the customers’ problems and understand them clearly
Provide solutions that create value for the customers’ business and investment
Select a few high-performing sales reps. Train and equip them with the knowledge and skills of leading/ training/ coaching a team. Assign a small group of new hires to each of these reps and ask them to coach these new hires and assist them with their sales activities and try to get them to productivity quickly.
This helps in honing the leadership skills amongst your sales reps and makes it easy for them to transform into leadership roles.
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Curious to learn more about SmartWinnr? Book a demo with us today!
Looking for an exciting sales training game?
Check out these resources on remote sales training:
Regular reinforcements help to improve knowledge proficiency by 21%. Want to know how?
Published on Wed Mar 31 2021