April 28, 2023

Sales training is an essential aspect of any organization that relies on sales to generate revenue. Whether you are a startup or a well-established business, investing in the right sales training program can make all the difference in achieving your sales goals. However, many businesses fall into the trap of making common sales training mistakes that can have a negative impact on their bottom line. In this blog post, we will discuss the most common sales training mistakes to avoid at all costs.

Not Tailoring Training to Your Team

One of the biggest mistakes businesses make when it comes to sales training is not tailoring the training to their specific team. Sales training should not be a one-size-fits-all approach. Different teams have different needs and skill sets, and it’s important to identify these needs and address them with tailored training. Conducting a skills assessment can help identify areas where training is needed and create a custom training plan.

Focusing Only on Product Knowledge

It is essential, but it’s not the only thing that matters when it comes to sales. Businesses often make the mistake of focusing solely on product knowledge and neglecting other essential skills such as:

  • communication
  • negotiation
  • closing techniques

Sales training should focus on a broad range of skills that are necessary for sales success.

Neglecting Follow-Up and Reinforcement

Sales training is not a one-and-done event. To be effective, it requires consistent follow-up and reinforcement. Businesses often make the mistake of neglecting follow-up and reinforcement, if one training session is enough. This approach is ineffective, and sales training should be an ongoing process that includes:

  • regular coaching
  • feedback
  • reinforcement

Not Engaging Sales Reps in the Training Process

Sales reps are the ones who will be implementing the training, so it’s essential to engage them in the training process. Businesses often make the mistake of not involving sales reps in the training process, which can lead to a lack of buy-in and engagement. Sales reps should be involved in the planning and delivery of sales training to ensure that the training is relevant and effective.

Not Measuring the Effectiveness of Training

Businesses often make the mistake of not measuring the effectiveness of sales training. Without measuring the effectiveness of training, it’s impossible to know whether it’s achieving its intended goals. Measuring the effectiveness of training can help identify areas where improvement is needed and ensure that training is delivering a return on investment.

Read more here from LSA Global.

By tailoring training to your team, focusing on a broad range of skills, providing consistent follow-up and reinforcement, engaging sales reps in the training process, and measuring the effectiveness of training, you can ensure that your sales team is equipped with the skills and knowledge they need to succeed. Asher Strategies is best place for you to achieve this! We will wait for you to contact us at (202) 469-7489.