Sales isn’t rocket science. However, we want to cover our bases just in case. In today’s episode of The Sales Evangelist, Donald is joined by former NASA flight control engineer and CEO of ElevenPoint2, Kristin Taraszewski, to learn how sales organizations can adequately train their employees with technical knowledge to close more sales.
Many sellers require technical training to sell their products, and that training has become more scarce.
- In 2021 alone, 39% of all salespeople switched jobs. Unfortunately, that shift led to a huge need for training that hasn’t been fulfilled.
- It’s difficult to keep up with the rapid changes of the world as quickly as the solution is needed.
- Many companies don’t have a definitive onboarding and training program beyond a few online courses.
- It’s expensive to pull salespeople out of the field to train, and lecture-based training historically has a 10% retention rate, making it challenging to implement successfully.
Give sellers a clear map.
- When training sellers, a clear pathway with clear direction is necessary to help people succeed and thrive.
- You can’t shortcut the learning map. Ask your technical team, sales team, and other necessary departments to determine what information is critical for the seller to know. Then, devise and implement a plan that teaches those elements.
Think in the context of the customer.
- Teaching and training should be integrated. Learning one segment of the process at a time, like tech or applications, is not as helpful as full exposure.
- To get your foot in the door, a seller needs to prove they have something the buyer requires that solves a problem they experience.
Utilize gamification to build successful programs:
- Training should be individualized as much as possible to help the people retain the information in the best way for them.
- To implement gamification, replicate the scenario a salesperson might experience while training.
- Get the trainee to explain the technical aspects, starting from the macro level and refining into finer details.
Without a way for sellers to get better at their jobs, a company will begin to stagnate. Implementing strategies and tools to increase learning knowledge is synergistic for all levels of an organization. For more content and information from Christina and her company, visit their website at elevenpoint2.com.
This episode is brought to you in part by Skipio.
Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
This episode is brought to you in part by Scratchpad.
Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.
Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.
This episode is brought to you in part by the Outbound 2022 Sales Conference.
Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.