With the aim of improving team efficiency and boosting business results, several companies have invested in professional training and, therefore, the choice of topics for sales training is one of the most frequent discussions.
According to data from the Brazilian Institute of Geography and Statistics (IBGE), published in the Folha Dirigida newspaper, 57% of Brazilian specialists are considering a new training.
Furthermore, according to Deloitte, 43% of organizations want to boost the results of their internal team.
In general, investing in staff training can provide organizations with a series of benefits, such as:
- Increased internal productivity;
- Reduction of operating costs, especially with labor charges;
- Improvements in the organizational climate;
- Increased talent retention;
- Decreased turnover rate (employee turnover);
- Improvements in the quality of services and products offered.
But, after all, what are the main topics for sales training and how to choose for your business? To answer these questions, we created a complete content. Keep reading and find out more!
Top topics for sales training
Among the main topics for sales training, we can mention:
We know that the market is constantly changing and that includes consumer behavior. Old sales techniques are no longer effective in reaching this new customer profile and, therefore, it is essential to communicate these new guidelines to your employees.
You need to choose the strategies that make the most sense for your business model and potential consumer profile, in order to focus your entire team on developing specific skills. Some of the most famous sales techniques are: SPIN Selling and agile sales.
The commercial presentation is often one of the first contacts that your potential customer has with your solution or product. If this process is not dynamic, efficient, clear and concise, it will be difficult to convert into a sale.
In this sense, it can be very advantageous to create training focused on the main characteristics of your business, as well as the differentials and benefits of your product and the most appropriate ways to present it to leads.
Storytelling, in practice, can be defined as the art of “telling a story that delights”. However, this strategy is not only used by journalists, screenwriters and writers, quite the contrary, it can be easily applied in different sectors, including sales.
For example, you’ve probably already been delighted with an advertisement on TV and watched the content until the end. Or maybe you’ve already opened an email marketing so engaging that you couldn’t resist and read all the content.
Well, that’s the soul of storytelling: captivating the listener so that he wants to listen to your proposal until the end and, with a little bit of luck and strategy, fall in love with your product or service.
Teaching your commercial team these aspects can make all internal strategies more attractive, from simple telephone approaches to complex closing meetings.
Mental triggers are some commands that sellers direct to customers with the aim of making them make a decision.
They are placed both in prospecting emails, as well as in telephone and face-to-face negotiations. Including these strategies in your training can facilitate the sales flow and contribute to more dynamic processes.
Finally, objections are some of the most common events in negotiations. In general, they are characterized by “questions” or “doubts” from potential customers regarding a product or service.
In general, when reaching the objection stage, the consumer wants to understand the value of the solution offered and whether it will really generate some result for the needs he seeks.
This is one of the items that should be considered when choosing topics for sales training, as it prepares the team to deal with the public’s main questions.
How to choose the best theme for training your team?
As seen, theme is what you need to train your team. However, how to choose the subjects that will really make a difference in your team’s performance? See some tips below:
Map the main vulnerabilities and doubts of the team
The first step is to map the main vulnerabilities of the team. That is, what are the areas and activities that employees have more difficulties? In addition, it is necessary to observe the aspects that hinder the team to reach the goals.
It may also be valid to raise questions from employees, whether technical or even behavioral characteristics.
Conduct a survey of the main bottlenecks
Then understand the current scenario of your company. Has your team achieved the stipulated objectives? Have you been able to hit the goals? Does your organization retain customers?
With this information, you can identify the main bottlenecks and map out some topics for sales training that can help minimize these consequences.
Identify business opportunities
Finally, what is your company’s focus in the short, medium and long term? Are there opportunities for optimization or innovation? What skills does your team need to develop to achieve these goals?
With all these aspects chosen, your organization can define the most appropriate sales training topics according to your company’s needs.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!