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You need to train your sales team on new software. How can you make sure they get it right?

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As a sales engineer, you know how important it is to keep your sales team updated on the latest software tools and features that can help them close more deals. But training your sales team on new software can be challenging, especially if you have a large or remote team, limited time and resources, or complex technical topics. How can you design and deliver effective training sessions that ensure your sales team can use the new software confidently and correctly? Here are some tips to help you out.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training…

1 Assess your sales team's needs

Before you start planning your training sessions, you need to understand your sales team's current level of knowledge, skills, and challenges with the new software. You can use surveys, interviews, quizzes, or feedback forms to gather this information. This will help you tailor your training content and methods to suit your sales team's learning goals, preferences, and gaps.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
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The best way to train your sales team on new software is to present the software as you want the team to present it to customers. Use customer stories. Share which problems it solves. Tell them how it solves these problems. Explain what value will be achieved when these problems are solved. Don't overload the team with too many features. Break up your training into small segments. Each segment represents a specific problem that your software solves. Show them per problem the 1 or 2 most valuable screens in which they see how the problems are solved. Limit yourself to a few screens. Take the time to explain what they are looking at, how it will help customers and how much value they bring. Solve one problem at a time.

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2 Choose the right format and platform

Depending on the size, location, and availability of your sales team, you may opt for different formats and platforms for your training sessions. You can choose between live or recorded sessions, webinars or podcasts, videos or slides, or a combination of these. You should also consider the best platform to host and deliver your training sessions, such as a learning management system (LMS), a video conferencing tool, or a sales enablement platform. The key is to choose the format and platform that are engaging, interactive, and accessible for your sales team.

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3 Focus on the benefits and use cases

Your sales team may not be interested in learning every detail and feature of the new software, but they will be motivated to learn how it can benefit them and their customers. Therefore, you should focus your training sessions on the value proposition and use cases of the new software, rather than the technical specifications and functionalities. You should also show your sales team how the new software can integrate with their existing workflow, tools, and processes, and how it can solve their pain points and challenges.

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Natasja Bax ??

Win more Deals by better Sales Demos | 20 years in demo coaching | 200+ workshops, 2000+ participants | Training, Coaching, Consulting
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I recommend using customer stories to introduce new features. Here is an example: "What we hear from CSOs in Transportation is that they have to ensure that transports will not stall due to cyber security incidents. They shared that the risk of a security breach is high as there are many touchpoints where hackers can access information. Often drivers are leaking information and employees are mixing personal and work-related documents. We can provide consistent and secure access policies for all devices, employees, and all cloud and private apps. If something happens, our customers need quick insights into the risks and take action. This will reduce the risk of security breaches. The automated process, resulting in saving FTEs."

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4 Provide hands-on practice and feedback

One of the best ways to ensure your sales team can use the new software effectively is to provide them with opportunities to practice and get feedback. You can create realistic scenarios and simulations that mimic the real-life situations and challenges your sales team may face when using the new software. You can also use quizzes, tests, or assignments to measure their learning progress and performance. You should also encourage your sales team to ask questions, share tips, and give feedback to each other during and after the training sessions.

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5 Reinforce and follow up

Training your sales team on new software is not a one-time event, but an ongoing process. You need to reinforce and follow up on the key concepts and skills your sales team learned during the training sessions, and help them apply them in their daily work. You can use various methods to reinforce and follow up, such as email reminders, newsletters, podcasts, blogs, videos, or webinars. You should also monitor and evaluate the impact of the training sessions on your sales team's performance, satisfaction, and retention, and make adjustments as needed.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You need to train your sales team on new software. How can you make sure they get it right?

1

2

3

4

5

6

1 Assess your sales team's needs

2 Choose the right format and platform

3 Focus on the benefits and use cases

4 Provide hands-on practice and feedback

5 Reinforce and follow up

6 Here’s what else to consider

Sales Engineering

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You need to train your sales team on new software. How can you make sure they get it right?

1

2

3

4

5

6

1 Assess your sales team's needs

2 Choose the right format and platform

3 Focus on the benefits and use cases

4 Provide hands-on practice and feedback

5 Reinforce and follow up

6 Here’s what else to consider

Sales Engineering

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