As sales team leaders, we all want sales success, right?
We all want that everything in our sales performance is going smooth according to our team's goals.
However, there are times that our team members aren't knowledgeable enough when it comes to what they sell and how they sell their product that's why we sometimes end up not being able to achieve our target quotas.
The struggle is real, but what if there are actually the best and easy practices that we can adopt to improve the knowledge of our team about our product?
What if implementing those practices could help you reach your team's goals? Would you dare to implement it to your training?
In this blog, you'll learn the 10 best practices to improve your sales team's product knowledge.
1. Provide product learning contents available online and on multiple types of devices.
Sales professionals can process and retain information in just a short span of time or even while on the go, that's why you should take this opportunity to innovate their learning process.
Provide them the appropriate product learning materials which can be viewed online and through all types of devices such as simplified but concise contents– documents, interactive videos, photos, online articles, or product learning apps.
Do this by chunking the contents into bite-sized pieces to prevent information overload.
Doing so could help them gain enough information about the product in just a couple of seconds without the hassle or even while on the road.
This training technique is very effective especially if you onboard remote salespeople. Instead of inviting them to come to your office for training, you can just send them learning outputs for their product learning.
2. Have a role-playing session.
Conduct role-playing sessions, true-to-life simulations, and other techniques where salespersons could demonstrate their knowledge when exposed in real-life scenarios.
You can group them into two– one composed of salespersons and one being the consumers to practice common scenarios in the actual selling.
Using these techniques not only does help them visualize how selling goes on in an actual situation, but it also encourages them to be fluent–an act that shows how knowledge has been internalized and well-understood.
3. Coach them one-on-one (if applicable).
Sales training must be taken seriously and continuously and if some of your salespeople had a hard time in learning your product, try to establish one-on-one coaching.
They will learn better about your product since they will have input from an expert (you).
This strategic training gives you insights on how they have an improvement in product knowledge and provides you a helpful understanding of what aspect of learning they should give more focus.
4. Test their product knowledge.
One of the best ways to see how well your employees learned is by testing their product knowledge.
You can do this by requiring them to take examinations or by conducting an interview session as part of their training.
That way, you can determine how much they have improved or if they need to undergo more pieces of training.
5. Require work immersion.
To prove if your salespeople are ready in real-life situations, expose them in work immersions.
Deploy them to other companies and ask for a report of their performance.
Exposing them into lots of opportunities that would enable them to use their knowledge and skill set would make them become familiar with the products they will be selling and the scenarios they will encounter.
6. Give them incentives and rewards.
Giving your employees incentives and rewards such as allowance, bonus perks, vacation leave, free trips, or higher salary as a way of showing how you appreciate them would mean a lot.
It would inspire them to learn more and do well in their sales performance.
It would also mean that you really appreciate their efforts and dedication in their job.
Reward giveaways are optional but are sure-fire ways to keep them determined and motivated to perform better in sales.
7. Schedule a weekly sales product training to go over new features or review.
Just because they're already familiar with the product, doesn't mean the training would end there.
Day by day, customer's taste is changing and is dynamic.
It is important that your salespeople are able to cope with the fast-paced environment especially when it comes to marketing industry.
New problem and new solution arises, therefore, you have to make sure that the knowledge of your sales professionals are updated and refreshed.
Train them weekly about new features and reviews to improve your products.
Customers would love something new in your product that's why having an updated knowledge is very important.
Integrating these practices brings more knowledge to your salespeople about your company's product.
The more knowledge they have, the better they'll be able to sell product and build trust in a customer relationship.
Remember, successful sales are not only the result of effective selling skills but also of a deep understanding of what your customer needs and what your company offers to theirs.
Product learning transforms your team members into a smarter, prepared, and advanced in a way that could enhance marketing effectiveness.
Post a Comment