Looking for sales training ideas to implement during your next team meeting? You've come to the right place!
When you read “sales training,” you probably think of an offsite retreat. You picture you and your team are sitting in a conference room somewhere for one or two days learning new processes, techniques, and methods for selling.
This type of sales training does have its time and place as it provides an opportunity for breakthroughs, and the shared experience helps foster a healthy team culture.
But, sales training shouldn’t be limited to these infrequent events. It should be ongoing!
6 Sales Training Ideas for Your Next Team Meeting
Without ongoing sales training, the team’s growth can stagnate.
Experienced team members might stick to their few tried-and-true methods. Newer or more junior members of the team may have a limited skillset and knowledge of sales techniques, resulting in a slower ramp period.
One of the best ways to provide sales training on an ongoing basis is in your regularly scheduled sales team meetings!
Below, we’ve identified six sales training ideas to include in your next sales team meeting.
1. Practice 30-Second Commercials
Years ago, a client of ours came up with the following sales training idea:
They had each of their client-facing team members (about 20 people) record an introduction for their company. When they played the video back to the team, they were shocked to realize that every single person introduced the company differently.
While some variation was simply due to personal language choices, other introductions were completely off base – talking about old strategies and using outdated messaging.
Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos.
This exercise can be covered in one sales meeting or split into two.
First, work with your team to develop a series of 30-second commercials targeted towards your key prospects. Click here to learn how to do so!
Next – practice, practice, practice!
You should role-play your 30-second commercials until they sound comfortable and conversational. Remember, nothing ever sounds the same in conversation as it reads off of the page.
2. Share Success Stories
Stories are an incredibly powerful tool in selling, and when you are part of a team, you can leverage each other's stories in conversations with prospects or clients. Thus, this is an equally powerful sales training idea.
Encourage your team to share their success stories during your sales team meetings. Solicit stories from the team or assign each team member a date to share a success story of their own.
Remember, a strong sales success story will include the following three elements:
- The problem a client faced.
- The solution the salesperson provided.
- The business impact attributable to that solution – both direct and indirect.
Provide constructive feedback to the team as they share their stories.
A second way to include success stories in your next sales team meeting is to ask team members to share key success stories that are not their own – this ensures that the team is learning all of the important stories that demonstrate your company's value.
3. Share and Practice Common Objections & Responses
As your team talks to prospects and customers, they’re probably used to hearing the same objections over and over again.
Well, one of your team members may know exactly what to say if a prospect suggests your price is too high. Another may be able to expertly communicate your value when prospects are concerned that you are too small.
A solid response to a challenging objection can establish credibility and authority on behalf of your company, increasing the chance of a successful close. Sharing these best-practice responses to common objections helps everyone on the team improve.
Work with your team to brainstorm the most common objections that they hear; then develop a list of best-practice responses.
Practice handling objections with the team so that each team member is comfortable when speaking to prospects.
4. Practice Leaving Compelling Voicemails
Be honest – do you check your voicemail? How often do you listen through a message and follow-up?
Leaving compelling voicemails is one of the most difficult basic selling skills to master. It’s a challenge to be intriguing, clear, and concise. That's what makes this sales training idea so great!
Have the team take turns sharing their voicemail scripts. Record the best scripts in your Sales PlayBook for the team to use on an ongoing basis, and consider rewarding the team member who comes up with the best (or most effective) script.
5. Share a Current Article or Video
Valuable content is produced on a daily basis, but your team may not be reading it.
While you don’t want them spending all of their time reading blogs and brushing up on their selling skills, it is important to stay on top of new methods and trends.
Your sales team meetings are a great time to review material from the best thought-leaders in your industry. Instead of taking full responsibility for identifying and sharing topics, assign members of your team to present something new each week.
6. Learn from Other Departments
One of the most valuable parts of a sales training retreat is sales interacting with other departments. Sales gets a chance to hear from Marketing, Operations, and others!
All too often, this is a rare opportunity.
On a regular basis, invite team members from other departments to participate in your sales team meetings. Ask your team what they’d most like to learn and find the best resource within your organization to lead a discussion.
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One of the most popular complaints we hear from both salespeople and sales managers is that they hate their sales team meetings. They’re boring or tedious, and don't provide much value.
Instead of leading a traditional sales team meeting, focus on incorporating opportunities for growth and team-building. Sales training is something you should include in every meeting.
Remember that reinforcing training concepts is the most important thing you can do to make sure you get the ROI on your training.
Try these sales training ideas out and let us know what works for you!