The best way to set your sales team up for success is to give them proper training and support from the start. New hires who feel supported and who have access to the information they need usually end up being high-performing members of your team. Check out these 5 tips to make sure you’re giving new hires the support they need to succeed.
Have Engaging, Short Training Sessions
Even the most dedicated employees can find their attention waning after a couple hours of training, so it’s best to keep the training sessions short and engaging. It’s also best if you keep the teaching flexible so you can adapt to your learners. Find a balance between individual and group work so you can appeal to the introverts and extroverts in the group. Provide practical examples and give new hires a chance to discuss and use role play.
Just as in sales itself it’s not good to work religiously from a script, keep the training open as well. If you find the group is losing focus, change the activity or take a quick break. If certain topics seem to be coming up more, devote extra time to those ideas.
More and more companies are using e-learning to deliver training on anything from new products to procedures and policies. The benefit of using an e-learning platform is that staff can educate themselves wherever and whenever is convenient. If they need to refer back to any section of the training, it’s easy to go back and rewatch a video or reread a section of the module.
New hires are bombarded with information, and it can be hard to keep track of everything. Help new hires out by documenting every part of the sales process, including scripts or frequently asked questions. You can even provide information on little things like email format. Encourage the team to contribute to the documentation too. It will make things easier for new hires, and will help the current team members reflect on their learning.
Your veteran employees have learned a thing or two along the way and probably have a lot to offer your new hires. Creating a buddy system where a new employee is matched up with a mentor creates an environment where staff can openly ask questions and share valuable information.
Coming into to a new position can be nerve-wracking and it can be hard to know who to ask for help. Pairing up new hires with mentors lets staff learn from one another and identify good or bad habits early on. The mentor can answer questions using real-life examples from the job which is invaluable in training.
Give Detailed Feedback on Field Training
Although there are some excellent training sessions and materials out there for sales, some of the best training usually happens on the job and in practical scenarios. Making sure new salespeople receive honest, detailed feedback on their performance is what will make on the job training truly useful.
Supervisors should listen in on sales calls, review recordings, and follow up with new trainees to give timely, specific feedback. If a new hire doesn’t know they’re doing something wrong, they can’t correct it, so it’s best to be honest and specific in your notes. Feedback should happen within a few hours of the experience so it’s fresh in the person’s mind and so they can make better use of the information.
It’s important to make sure your training is dynamic, adaptable, and that it caters to multiple learning styles. This type of training will result in more knowledgable, prepared employees in the long run. If you start with solid training, you can create a stellar sales team.