How do you create a sales training program for your team?

1 Assess your current situation

Before you start developing your sales training program, you need to understand where you are and where you want to go. You can do this by conducting a sales performance analysis, which involves evaluating your current sales results, processes, skills, and behaviors. You can use various methods, such as surveys, interviews, observations, and data analysis, to collect and analyze information from your team, your customers, and your competitors. This will help you identify your strengths, weaknesses, opportunities, and threats, and set realistic and measurable sales goals and objectives.

2 Define your sales competencies

Once you have a clear picture of your current situation and your desired outcomes, you need to define the sales competencies that your team needs to achieve them. Sales competencies are the knowledge, skills, and attitudes that enable your team to perform effectively and efficiently in different sales situations. You can use a sales competency framework, which is a tool that describes the expected behaviors and outcomes for each sales role and level. You can either adopt an existing framework or create your own based on your industry, market, and customer needs.

4 Implement your sales training

Once you have designed your sales curriculum, you need to implement your sales training, which is the process of delivering and facilitating your sales training program. You can use a sales training plan, which is a document that specifies the roles, responsibilities, timelines, and budgets for your sales training activities. You should also choose the best instructors and facilitators for your sales training, such as internal or external experts, managers, or peers. You should also ensure that your sales training is engaging, interactive, and relevant for your team, and that it incorporates feedback, assessment, and reinforcement mechanisms.