Why should you train your salespeople?

---

Sales is a results-orientated career where even the most successful sellers face repeated rejection, a range of objections and numerous prospects who don't want to talk to them.  It isn't widely viewed as a profession, so people are expected to find their own way of doing the job.  Even where companies do offer training to their sellers, its usually only product/service related.

Training salespeople with selling skills enables them to deal with these challenges so they can produce higher, tangible results.  Effective sales training covers 3 types of learning; 

1. it reinforces what they already know and motivates them to improve what they already do
2. it enables them to use skills and knowledge they are aware of, have previously learned but don't apply
3. it introduces them to new skills, tools, tips, disciplines and techniques so they are better prepared and more capable to succeed

They'll be better prepared and skilled to convert more opportunities, to stand out from the competition and help your prospects and customers want to choose to do business with them (and you!)

There are many benefits of training salespeople including but not limited to your team being able to:

• increase the number of sales made and total sales value
• increase the amount of new business developed and won
• increase average order value
• increase average customer spend, improving share of wallet
• improve profitability by selling at higher prices
• improve prospect perception of your products, services and company with you seen as the supplier they want to do business with
• improve seller confidence and motivation which will enable them to close more sales more often and be more motivated to go after additional, new business
• improve customer relationships so they (and you) get more opportunities (through repeat business and referrals)
• reduce lost time as they become more efficient and better organised through improved planning and preparation
• reduce unnecessary discounting (e.g. they'll stop matching competitor pricing to win orders)
• save wasted money and lost time spent on excessive travel, accommodation and related expenses
• improve efficiency by ensuring every sales contact activity has an objective, opportunities are continuously progressing and the seller is prepared so things can develop
• gain new customers and grow market share
• identify and develop new markets for your products and services