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Improving Sales Performance Through Regular Training

The sales staff of any organization plays a vital role in not just representing the Company to its customers but also in pushing sales and meetings the Company's crucial sales targets. If there is one department that gains tremendously through training and morale boosting, it is undoubtedly the sales department.

Why Training is Essential?

Devising a well equipped training programme goes a long way in improving an employee's overall job performance which would otherwise improve only through years of work experience. Therefore, sales training is really a means to an end - reaching high job performance levels as early as possible. Even though some believe that salesmanship is an art which cannot be acquired through training, there are still some arguments in favour of sales training.

Here are some advantages of offering regular training to your sales staff -

   

Training can Create a Successful Salesperson: Despite the common belief that a salesman is born and not made, experiences have shown that just like other professional activities, the art of selling can also be acquired and learnt through proper performance based training.

Morale Boosting: Whether we talk about a new sales personnel or an experienced sales staff member,  training enables them to perform better. Knowing that your Company cares for you and wants to help you improve your skill sets can be a great morale booster thus, creating loyal employees. Add to this the fact that, new sales staff members can pick up the job quickly if given the right training and encouragement.

   

Recruitment & Selection: costs decline because of regular and effective training, Moreover, the rate of sales personnel turnover also shows a downward fall if the Company includes regular training in its agenda. 

Company Policies and regulations:
No matter what the selling process might entail, to develop a well informed sales team, it is important to acquaint the sales staff with all Company policies, rules and regulations. 

Product Knowledge: A well devised sales training programme can improve the salesman's overall product knowledge. Knowing the product well and understanding its uses, features and benefits can help the salesman to sell the product with extra ease, confidence and belief. A well trained and informed sales person can help in giving the customer useful advice and assistance as well as the fullest possible satisfaction that comes from buying a good product.

Unification of Sales Efforts: With a trained sales person, supervision becomes much easier and all different kinds of sales activities such as advertising, publicity etc can be effectively unified.

Reduction in Wastages: Trained sales personnel are able to minimize wastages in unnecessary traveling and spend more time in actual selling activities. They are also able to concentrate on accounts which have the greatest potential.

Every organisation today, samll or large, it recognising the importance of sales training and is including the same in its Company policies. If you haven't already, this is the right time to start training your employees.

Contributed By:  Akanksha Advertising Graduate, freelance writer akanksha.sinha@gmail.com

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