5 Signs Your Team Is Overdue for Sales Training

May 6, 2017 Jordan Rinaldo

Sales is a high-stress work environment. People who work in sales are a company’s frontline employees. They’re the ones that speakmost often with customers, handle complaints, and inform clients about new products. Their interactions matter the most to a company because they are the ones the customer speaks withregularly and have a rapport with. 

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It’s imperative then to prioritize sales training to help your sales people do their jobs well. It’s easy to justify sales training for new employees or for long-time employees when a new product arrives; however, sales training should be consistently given. Without routine sales training, your team and business can suffer. 

Does your team suffer from any of these signs of sales fatigue? Learn the signs.

1. Stagnant Sales Growth

One of the easiest signs that indicates your team is overdue for sales training is if the company is having consistently stagnant sales growth. Usually this means your teamis doing the same thing day in and day out and your customers are no longer responding. A shake-up is in order. 

Sales training will give your team new ways to present themselves to clients.Part of this sales training might also be giving your team new materials and content to work with that has been created by other departments. It’s important to remember that success is created by everyone, not just one team.

2. Low Office Morale and Confidence

Confidence is a key factor in sales. Your sales team needs to be able to speak confidentially to customers and clients. Reps can lose their confidence when they face continuous rejection and when they do not fully understand or are unable to articulate what they are selling. 

Sales training gives your team a confidence boost by reminding them that rejections happen, but that it doesn’t mean they’re failing. It simply means they need a new approach. Training will also enhance reps’ skills so they start hearing “yes” more often.

3. New Products Aren’t Selling Well

New products always inject energy into a company—everyone is excited about them. But, sometimes, sales of new products don’t meet expectations. This could be because your sales team doesn’t have the knowledge or the confidence to speak about these new products. 

Sales training about new products is essential, but equally important is retraining if sales aren’t progressing like you hoped. This could be happening because your sales reps don’t have all of the answers clients are looking for or because they are not as familiar with these products. 

When you do retraining sessions about new products, your sales team will walk in with new questions because they will have heard them directly from the customers or experienced something themselves that they don’t have answers for.

4. Lack of Customer Relationships

Customer relationships are integral to sales. The job of the sales team is to ensure that the customer is well taken care of, and the best way to do this is by building a relationship. If your sales team is not checking in with preexisting customers to see if they need anything, then those customers may feel forgotten. A quick check in with long-term customers is the perfect way for them to feel like they matter—and a customer who is cared for is more likely to be a returning customer. 

Sales training will offer your sales people the tips, tricks, and strategies required to follow up with customers and create stronger and more trusting relationships.

5. Administrative Skills Falling by the Wayside

This may seem rather nitpicky, but administrative skills are a key to successful sales. A sales team needs to keep accurate records of which customers have been spoken to, who has bought something, who has not, and the reasons why. 

Reps also need to create sales reports, note trends, and analyze statistics. If the administrative tasks of your sales team are falling by the wayside, it’s time for some training to offer time and organizational management strategies.

What Is Sales Enablement?

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