How can you keep your sales training relevant to changing markets?

The most overlooked sales competency in training and coaching is around giving your team the courage and confidence to have the uncomfortable conversations. We have to give our team the words they need to use in the shifting market conditions. We have to teach them how humans make decisions, how those decisions can affect them, and meet them in their headspace to engage the conversation from their point of view. Not from the point of view from our website.

In today's fast-paced market landscape, staying ahead requires a strategic approach to Sales Training. Assessing Sales competencies is key to ensuring your team is equipped for success. Utilize feedback from sales performance metrics and direct observations to pinpoint improvement areas. Start by benchmarking your team's skills against industry standards and market demands, then tailor training to address any gaps. By incorporating new trends and technology, you can keep your team competitive and adaptable. Regularly updating training content fosters continuous learning and alignment with market shifts, empowering your sales team for ongoing success.

Más allá de todo lo que pueda evaluar, tanto desde lo técnico como desde lo emocional o actitudinal, lo clave es hablar con cada persona de mi equipo comercial para preguntarle: ?Cuáles crees que son tus puntos flojos que quisieras mejorar? ?Con qué herramientas te sentirías más seguro? Muchas veces pensamos ideas disruptivas de formación y nos olvidamos de lo que el equipo realmente necesita.

Another alternative (for external sales trainer) is to reach out to your top clients which you've served over the years. Ask them about their current sales situation, problems faced by their sales team and how has the change in the market affect their skillset. Nothing beats getting real insights from the ground.

Keep sales training relevant by regularly updating content, incorporating market research insights, adapting strategies to industry trends, and soliciting feedback from frontline sales staff.

To keep your Sales training relevant in changing markets, align it with your business strategy. -Assess current competencies and understand required skills. -Update training content to reflect trends, needs, and landscapes. -Use workshops, online modules, and role-playing to engage learners. -Seek feedback to identify gaps and improve. By fostering a culture of continuous learning and adapting your training initiatives accordingly, you effectively empower your sales team to meet evolving market demands.

La Capacitación es una herramienta mas que disponemos para alinear en primer lugar con los objetivos de la Compa?ía, y posteriormente con los de Ventas, y estos sin ninguna duda tendrán que estar en relación, con el conocimiento del mercado, de la competencia, de la propuesta de valor de las necesidades de los clientes. Dentro de esta linea, habrá que prestarle atención a la generación de confianza como eje central de la relación que vamos a construir con los clientes.

This would probably be done while you're creating and aligning content with the business units. Ultimately, the ultimate purpose of the sales training should complement your organization's direction by providing timely skills and knowledge for your salesforce.

Ask the clients what they would like to see from their sales team, how and how often. Customer's will tell if you ask and each response will be different from the other. So it's best to tailor make your offerings as per your client's needs and requirements.

O basico muitas vezes é deixado de lado em treinamentos de venda. Vendedores que n?o conhecem a estratégia querem já pular para técnicas avan?adas. Primeiro o entendimento da empresa e da estratégia, depois técnicas de vendas.

Todos los elementos que podamos utilizar para llevar a cabo la Capacitación van a ser tenidos en cuenta. En este caso esta bien pensar en los tradicionales, seminarios, coaching, videos, etc, ahora debemos ser lo suficientemente imaginativos para generar elementos que salga de lo tradicional. La Capacitación debe ser capaz de recrear la situación y los desafíos reales con las que los vendedores se van a enfrentar en su gestión diaria. En este caso me interesa trabajar en la reducción del tiempo y del espacio que tienen disponibles para resolver, tambien es util plantear a los vendedores que ellos propongan actividades que le sean de utilidad para la Capacitación.

A multifaceted approach is key to keep sales training relevant and engaging in ever-changing markets. Diversifying training methods like Workshops, Online courses, and Role-playing caters to various learning styles. Incorporating real-world scenarios in role-play sessions allows sales manpower to practice responses to evolving customer demands. Utilizing digital platforms can facilitate the quick dissemination of updated training materials, ensuring that teams remain informed about market trends and product knowledge. Leveraging feedback from sales teams guides adjustments, tailoring training to current challenges. Continuous learning culture fosters adaptability, keeping the sales force competitive and effective.

Know what works for your team. It's not right to say that we should do offline or online training just yet. There could be several factors to be considered such as: Their geographical location- are they based in a centralized or regional location? Their prior learning experience- are they used to virtual learning such as instructor led or on demand learning? Duration Platform Individual program or development journey Support from superior

Delivery method (for sales training) often depends on the skills that you want your team to learn/ improve - and their location / timezones so that you can meet their needs. Given that technology is now so advanced, it's absolutely possible to deliver interactive/ role-play based training virtually and you can often reduce the pressure on managers to do 'at-desk' training.

Gosto do Project Based Learning, que consiste em um aprendizado m?o na massa, com base em um problemas real. Desta forma o aprendizado é consolidado.

El aporte genuino de quienes reciben la Capacitación es central, por lo tanto debemos crear y generar un espacio y un clima lo suficientemente amigable y flexible para que cada uno de los participantes esten en situación de poder aportar.

Several common feedback (or evaluation/assessment) mechanisms include: Post training knowledge-based test Post training evaluation Post training competency-based assessment Post training superior evaluation (observation on the participant)

Metrics are the best way to get real-time feedback on whether or not the training is being implemented by your team. It's important to know what to track (so companies should be asking trainers what indicators to monitor) but can also highlight other areas that may need further training so it's important to recognise that sales training may need to be continued in other areas.

Gosto do entendimento de Young, Scott do libro Ultra-aprendizado: Existem 3 tipos de feedbacks que precisamos encorporar em nosso dia a dia: Feedback de resultado: Esse é um tipo de resposta que diz algo sobre seu desempenho no todo, mas n?o oferece qualquer informa??o sobre o que você está fazendo. Feedback informativo: Ele expressa o que você está fazendo de errado, mas n?o diz necessariamente como consertar. Feedback corretivo: é ele que mostra n?o apenas o que você está errando, mas também como consertar.

People retain more knowledge if it's interesting - which is why training should be engaging. It's also important to support sales teams to implement, rather than just giving theory. Getting them to do tasks in real-time gives them more confidence at their desks and makes them more likely to see the training as valuable too.

Este es el gran desafío que nos enfrentamos a diario quienes trabajamos en Capacitación, y a veces nos sorprende sin estar preparados. No solo debe ser fresco y atractivo el espacio de capacitación, sino que tambien debe generar entusiasmo, compromiso, emoción, pasión, para que el entorno sea lo suficientemente desafiante para todos.

Have a blend between formal learning and informal learning. Besides just lecture or classroom training, consider varying them with case studies, role plays, on job training, observations, competitions, gamification or even demonstration.

Aqui n?o posso deixar de falar sobre a nova ciência de vendas- Neurovendas. Trazer conceiros novos e inovadores para os times de venda é o que mantem o time motivado e engajado.

Acredito de verdade que os métodos e técnicas de treinamento em vendas est?o desatualizados. Treinamos nossos times como conceitos dos anos 80 que já n?o se aplicam mais. Minha sujest?o é seguir o caminho da neurociência aplicada a vendas. Conceiros comprovados ciêntificamente que podem elevar seus resultos.

Em meus treinamentos separo com clareza o que s?o técnicas atuais do que s?o fundamentos eternos de vendas. As técnicas atuais s?o valores que podem ser aprendidos e aplicados no momento em que o mercado se encontra para colher resultados efetivos. Os fundamentos eternos s?o princípios atemporais que sempre estiveram e sempre estar?o ligados a uma venda. A venda, certamente, foi a primeira atividade profissional da humanidade e, mesmo com as transforma??es de mercado, existem princípios que n?o mudam. Afinal, vender é se relacionar e a rela??o humana é um fundamento que permeia toda a existência.

Ter clareza dos 2 pontos nos seu seu conteúdo: - o que é mutável, passageiro, que está na moda e tem validade. - o conteúdo que é perene, inerente aos comportamentos humanos, que raramente mudam ou que demoram para ser alterados.