Sales Training & Coaching
What it Means
Sales training: Sales training involves providing education and skill development to the sales team to improve their abilities in various aspects of selling. It focuses on enhancing product knowledge, refining sales techniques, improving communication skills, and staying updated on industry trends. By investing in sales training, organizations ensure that their sales team is equipped with the necessary knowledge and skills to effectively engage with customers, address their needs, and close deals. Effective sales training programs focus on continuous education vs a one and done process.
Don't teach style, but do provide a playbook.
Sales coaching: Sales coaching involves one-on-one guidance and support provided to individual salespeople to help them improve their performance. Sales coaches work closely with sales team members to identify areas for improvement, provide feedback, and offer tailored guidance to enhance their selling skills. Sales coaching helps salespeople refine their strategies, overcome challenges, and maximize their potential, ultimately leading to improved sales outcomes.
Why it matters
Stack it - Resources & Tools
• Books: "The Challenger Sale" by Matthew Dixon and Brent Adamson and "Coaching Salespeople into Sales Champions" by Keith Rosen are all highly recommended reads for sales training and coaching.
• Sales Training Companies: It's estimated that US companies spent $70 billion on training in 2022. So then, you won't be surprised to learn that hiring a training company can be very expensive. Make sure you're doing a proper job vetting any company you hire and estimating your ROI.
• Coaching Tools: Software like Gong and Apollo can record and analyze outreach (calls, emails), providing insights for coaching.