How do you align sales team training with your strategy?

To make sure our sales team is doing great, I set up a training program. I keep an eye on their progress using OKRs, which are like goals for each step of our sales process. Each step has someone in charge of making it better. If things aren't going as planned, we quickly organize a training session. We discuss about what's slowing us down, understand stories, and brainstorm how to fix it. Then, we come up with a plan for the next 15 days to see if it's working. We don't just bring in experts, but also make sure our team gets the right training they need.

Lo primordial es verificar las herramientas a utilizar para que el equipo de ventas pueda ejercer sus funciones, al igual que establecer las fortalezas y fallas que existan en el equipo, para de esta manera poder diseñar una capacitación útil, entendible y funcional, que permita a todos los participantes entender fácilmente y aplicar los conocimientos entregados en su trabajo diario.

We realized that although we were generating leads effectively, our conversion rates were lower than expected. After assessing our needs, we identified that our sales team needed better objection-handling skills and a deeper understanding of our product features and benefits. To address this gap, we customized our training program to focus on these specific areas. We conducted workshops and provided resources that helped our sales team become more proficient in addressing objections and conveying the unique value of our products. As a result, we saw a significant improvement in our conversion rates, within just a few months.

Lo primero, enfocarnos en sí es un problema a resolver o evitar (trabajo reactivo o proactivo), con base en ello definir el plan de capacitación siempre con el colaborador como centro, no todos aprendemos al mismo ritmo y de la misma forma, lo cual hace más retador la creación de contenido. Por último, hablar de la competencia es muy importante, conocer contra quién compite nuestro producto o servicio y robustecer la descripción de nuestra propuesta de valor, sin manchar o hablar mal de los competidores. Lo anterior de manera general, ya que cada situación amerita una consulta y estrategia especial. Saludos

in last year , Our goal was to improve customer retention and increase upselling opportunities. So, we defined our outcomes for the sales team training. Our SMART goal was to achieve a 5% increase in customer retention rates within six months of completing the training. To align this goal with our strategy, we communicated it clearly to our sales team, emphasizing the importance of nurturing relationships and identifying upselling opportunities during customer interactions. During and after the training, we closely monitored customer satisfaction scores, the number of upsell opportunities identified, and the overall retention rate.

When deciding on training methods for your sales team, don't rely solely on one-size-fits-all solutions. Consider the diverse learning preferences and needs of your team members. Some may thrive in interactive workshops, while others prefer self-paced online courses. By offering a variety of methods, you can accommodate different learning styles and ensure maximum engagement. Additionally, regularly gather feedback from your team to adjust and refine your training approach to better meet their evolving needs.

To create impactful training content, put yourself in your sales team's shoes. Understand their daily challenges and aspirations. Craft content that directly addresses their needs and resonates with their experiences. Real-life scenarios and success stories from within your organization can make the content relatable and inspiring. Remember, the more relevant and relatable your content, the more engaged and motivated your sales team will be to absorb and apply what they've learned.

Resulta útil realizar ciertas evaluaciones para verificar las competencias del equipo en el paso del tiempo. Y poder verificar las falencias existentes en el equipo.

Verify if behaviors changed! 📆 Conducting training for a sales team is the easy part, but how do you ensure that the best practices from the training are implemented and the behaviors of the sales team change? There are three ways: 1) Conduct a quiz at the end of the training to ensure concepts and best practices from the training are understood. 2) In the regular sales role play by the manager, evaluate if the individual seller is using the best practices from the training. 3) Listen to actual calls and evaluate whether the best practices from the sales training were used or not. Based on the results, either retraining or coaching are required.