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.
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.
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.
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
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.
Akanksha Advertising Graduate, freelance writer [email protected]