Organizations often assume that their best salespeople will become successful sales managers. Therefore, companies often skip giving them appropriate leadership training. Drexel University and the University of Florida conducted a study of 286 managers and found out that, “57% had no training after being named sales manager.” Despite the fact that training programs for managers exist, they hardly receive enough priority, support and budget to be effective.
An effective training and development program is needed to develop strong sales leaders since the role requires a set of important skills. Managing a sales team involves spending time coaching, forecasting, planning, and recruiting. Sales representatives are those directly responsible for generating leads and closing sales. Training them is a priority but their managers have a major role to play as well. They are the ones pushing and leading the way for sales representatives to achieve their quota.
Nevertheless, the impact of sales management training is still underestimated by organizations. Research shows that developing sales managers leads to an increase of up to 30% in quota attainment. This is mainly because strong managers are able to attract excellent sales talent and bring out their potential. It has been proven that sales representative training increases revenue to 43% and an additional investment in manager training results in an improved overall sales performance of 67% over time.
Creating Sales leaders through training
Sales training is more than ever essential in the evolving corporate world. Salespeople have to keep up with industry changes and at the same time act according to the increasing needs of customers. Nowadays, customers are more and more informed and are not easily convinced to use any product or service. Therefore, the task of salespeople is now ten times more difficult since they have to deal with informed customers. This is why proper sales training is required not only for sales representatives but also for those at management positions in sales.
Sales Academy has created an effective competence model that can easily and quickly be adapted to meet any organization’s expectations. The operations team of Sales Academy works together with the organization in reviewing and adjusting the sales roles, competencies and required proficiency levels to make sure that they are perfectly aligned with the needs of the business. This does not require a lengthy or expensive consulting track. It’s a fast and effective process that allows organizations to set up a tailored competence model in just a matter of days.
Here are some ways in which modern training solutions can help create the sales leaders of tomorrow:
- Customized Learning Plan
Personalized learning plans are now taking the lead. Content is aligned to what is required for the role of the employee. Through application based e-learning solutions, employees receive knowledge and skills which they can directly apply in their job. Learners experience real work situations through scenario-based videos which prepare them to apply best practices. Thus, employees are more motivated to perform better and deliver positive outcomes.
- Track Progress
Learners are able to track their progress after being trained according to the competences they need. This is one of the most useful features that digital learning can offer. Just one click is required for learners to have access to their overall performance. In this way, they get a 360 degrees view on their progress. This allows them to be more motivated to do well and earn their valuable certifications at the end of their programs. Due to the absence of tutors, learners are independent and more responsible.
- Accessibility and Engaging training
Accessibility is one of the major advantages of digital learning. E-learning materials can be accessed by the workforce anytime anywhere. Besides, through e-learning, employees are able to learn at their own pace. This has a positive impact on retention and completion rate. Therefore, employees are encouraged to complete their courses and apply these skills to their jobs. Eventually, such practices lead to a more engaged workforce that is more likely to be loyal to their companies. Various studies have shown that organizations can achieve 18% boost in employee engagement by using e-learning technology.
It is important to acknowledge the accomplishments of employees as this acts as a huge motivation boost. After completion of the training, it is always good to recognize the achievements of the staff. In this way, they are more likely to feel motivated and ready to give their best in their jobs. This leads to better employee engagement. Hence, the overall organization will benefit in terms of increased productivity and profitability as employees will feel that their efforts are being appreciated. Indeed, the certification offered at completion will add value to the professional development of employees. Ultimately, it represents a win-win situation for both the employer and the staff, leading to the most profitable business outcome.
Implementing a sales training program will have more positive results as opposed to allowing sales people to proceed without adequate training. However for maximum payoff, an ideal training strategy should be established in the form of digital learning and tailored to fit the current profile of the salespeople. Sales leaders are more likely to outshine when they are given the right information, tools and support to pursue the goals that they need to achieve. Therefore, it is up to the organization to take the necessary actions to train its salespeople into the sales leaders of tomorrow.