New Year’s Resolution…Reboot Training in your Sales Organization
David Mack on
January 16, 2017
How were your sales last year? Did you blow away your quota? Make your numbers? If so, congratulations! You are in great shape for 2017.
If not (sadly, more than half of sales reps fail to meet their sales plan), it may be time to give your sales performance a boost with training in the New Year.
Typically, training for sales reps falls into three buckets:
1. Technology and Application Fundamentals
2. Product Specific Information
3. Sales Process Training (account planning, relationship skills, time and territory management, etc.)
The first category around fundamentals is critical -- and often overlooked. If your salespeople don’t have general knowledge about the industry, applications and processes, they can’t understand how to differentiate your products from those of competitors or sell new items in your product line.
Knowledge brings confidence. As we all know, salespeople tend to talk about what they know – and shy away from technology they don’t understand. Why would they want to prompt an in-depth conversation around a product or process they know little about?
Start the New Year by conducting technical assessments. Our Tooling U-SME online assessments quickly show strengths and weaknesses of each team member so that knowledge gaps can be filled with targeted training.
This subsequent training gives salespeople the confidence to ask better questions, deliver better answers, and uncover new opportunities leading to repeat business.
Here is another tip to strengthen your sales team in 2017 from Hoffmann Group USA, based in Knoxville, Tenn. A wholly-owned subsidiary of The Hoffmann Group, Europe's leading system partner for quality tools, Hoffmann USA is tying training of its inside and outside sales teams to performance reviews.
“We have outlined 31 mandatory Tooling U-SME classes for completion in 13 months, or about two per month,” said Mendee Hopper, Director of Human Resources, Hoffmann Group USA, who said they offer incentives like gift cards to reach the goal. “Completion of these online classes is tied to performance reviews and merit increases.”
Most of Hoffmann’s inside sales reps don’t come from industry so Tooling U-SME provides important fundamental background.
“Tooling U-SME is very helpful for salespeople so they feel comfortable having conversations with customers. It gives them a confidence boost.”
Give us a shout if you want to learn more about technical assessments and training to help your salespeople have their best year ever.
"Hoffmann Group USA", manufacturing, sales, salespeople, "technical assessments", training