As the foundation for any good workforce, employers need to invest in training for their sales staff. Training not only helps employees navigate the ins and outs of the office but also reinforces the company’s values and objectives. Companies should ensure their training sticks from day one to increase their chances for revenue growth and build their number of star workers. To track the success of their training and reinforcement programs, companies may want to implement software for sales effectiveness metrics.
When sales managers and representatives were asked about training in a survey, many respondents said reinforcement was important in making sure training gets through to workers, according to the Association for Talent Development.
Here are tips for how to reinforce employee training:
Talk about important topics. When going through training, new employees often have to juggle new information that could be hard to follow and apply immediately. Companies may want to use training reinforcement to support and reiterate the concepts talked about during training and make sure employees strengthen their skills.
Make sure to discuss pain points. While training, managers may gloss over what customers need and how reps can best approach them to make the sale. However, post-training, employers may also want to review the products employees will sell to make sure they hit all the customers’ pain points.
Go over expectations again. In addition to repeating key concepts needed to make the sale and turn leads into customers, employers know their sales reps fully understand what is expected of them. Companies may want to make sure employees know what their sales quotas are and how they will be rewarded for hitting them. To improve motivation and sales in the process, companies may want to implement an incentive compensation program to boost employee engagement and meet their business objectives.
