Gone are the days when businesses relied on traditional selling strategies or aggressive sales pitches. In the modern business landscape, a deep understanding of your target audience and highly-trained salespeople is necessary to succeed.
The return on investment for sales training is around 353%. This means for every dollar you spend on sales training activities, you are likely to generate $4.53. Besides, you can increase win rates by as much as 29%.
In this article, we will discuss eight exciting sales training ideas that are less talked about but are more than effective. Let’s get started.
8 Unique Sales Training Ideas to Help Your Team Succeed
1- Make Assessments Part of Your Schedule
A vital sales training activity, assessments, is important even when the employee has completed his training with flying colors. That’s because sales is a constantly evolving field, and you must ensure your representatives are on top of the latest trends.
Regular assessments also keep your agents up-to-date with your product’s most recent changes, thereby increasing the chances of conversion.
Unlike training evaluation tests that focus on general sales topics, these assessments should focus on questions related to your product and the company, such as:
- Why would someone buy our product?
- What are the key challenges that our product can help solve?
- Are there any latest features in our product? What are they? How will they benefit the customer?
To make these assessments fun and engaging, hold verbal question and answer sessions, where you randomly pick representatives and let them tell the solution to the whole team.
2- Gather Insights From Sales Calls
Collecting insights from sales calls to train your agents is yet another great sales training idea. It gives you complete visibility into how the agent is performing, enabling you to focus on the areas he is weak in.
However, if your team makes hundreds of calls every day, it could get challenging to gather insights from each of them. Besides, it’s time-consuming. That’s where CallHippo Coach can help.
CallHippo Coach provides automated, AI-driven, call-listening insights for each call that your agents make. The best part? It filters out the most important interactions that need immediate attention, such as customer objections, competitor comparisons, compliance gaps, and script deviations.
With CallHippo Coach, you won’t even need to listen to the whole call to gather insights. It lets you scan through critical moments that you should be focusing on, thereby resulting in faster and to the point feedback.
These insights also work as sales team training ideas where you pick out the best and worst calls to coach representatives about what and what not to do.
3- Learn From Every Deal
No two deals are the same. Whether you convert the prospect or lose the lead, there is always something to learn from it. After each deal, ask your sales representatives to fill forms that highlight the learnings. The form can include questions like:
- What have you learned from this deal?
- Did you encounter any roadblocks? If yes, what?
- How did you overcome the roadblock?
- What customer objections did you face? How did you tackle them?
- Are there any specific things that made the customer close the deal (e.g., better price than competitors, more features, ease of use, etc.)?
- If the deal didn’t go as expected, what went wrong? What was the customer’s biggest concern?
You can use this sales training idea for meetings where you share the learnings of different representatives from each deal with all the team members. This will help you improve your sales team as a whole.
4- Prepare for Objections
One of the most vital sales skills is handling the client’s objections. A sales representative who cannot handle customers’ hesitations in real-time will have a tough time closing deals.
The best way to handle this situation is by roleplaying objection handling. This ensures your salespeople know how to deal with objections.
Create a list of potential objections your sales agents have faced in the last month. These objections might include something like:
- The prospect’s job was only to find the product and does not have any say in the decision process.
- The potential customer feels the price is too high.
- The prospect says he thinks our competitor’s product is better than ours.
- The potential customer feels our product is missing a particular feature.
Once you have several possible scenarios, start roleplaying. Make sure to involve each of your team members in the roleplay. For instance, you can be the customer who wants to know why to choose a particular product when other big players offer similar services. Then, let all your agents handle the situation one by one.
This will help you prepare each of your agents for potential roadblocks in the sales cycle. It also enables you to identify which agents need coaching and who is ready to deal with clients.
5- Put Sales Representatives in Buyer’s Shoes
While you prepare your agents to handle customers’ objections and potential roadblocks, train them to practice empathy. 73% of buyers don’t think salespeople understand their company’s needs.
When you put your sales representatives in your buyer’s shoes, you help them better understand the customer’s needs. This, in turn, enables them to improve their sales pitch and increase the chances of conversion.
You can do so by anticipating the customers’ needs. For instance, in a general B2B sales cycle, there will be multiple people involved in the buying decision (e.g., HR, accountant, C-suite, and technical lead).
Note down the main concerns for each decision-maker involved in the purchase and let your agents practice responses for each. Over time, analyze whether the replies worked in your favor or not and then optimize them accordingly.
6- Conduct Public Speaking Activities
Public speaking helps sales representatives improve their pitches and proposals. While this might seem obvious, many organizations expect their representatives to improve their communication on their own. In doing so, they jeopardize their deals, hurt brand reputation, and waste the time of all the parties involved.
This is why it is essential to hold public speaking activities where your reps talk about your product. In public speaking activities, a member can give spontaneous speeches on your product (e.g., its features, the problem it solves, why choose you over others, etc.), and then other participants will provide him with feedback.
You can also allow your agents to practice sales decks, create a compelling story behind your product, and hone their delivery. It will help boost your representatives’ confidence, thereby increasing the chances of conversion.
7- Hold Pop Pitches Within the Team
Similar to public speaking activities, pop pitches involve calling a representative randomly to give an elevator pitch of the product they are in charge of.
Irrespective of who the potential buyer is, product summaries are often the same. Pop pitches will make it easier for your team to give concise and convincible summaries of your product.
It also allows your agents to practice their delivery. This will make them comfortable in handling client interactions even at the last moment.
Encourage other team members to provide honest feedback and correct the agent’s mistakes (if any) to ensure a great pitch (when in front of the customer).
8- Help Sales Representatives Identify the Red Flags of Bad Customers
While you want your agents to jump to every opportunity they get to close the deal, some prospects are not worth it. 74.6% of B2B sales take at least four months to close. But that’s only if they do close.
Bad customers not only waste the precious time of your sales representatives, but they can be even worse. What if they speak poorly of your company on social media?