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The Expert's Guide to Planning Sales Training

Posted by Brian Groth on 1/13/15 11:35 AM

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Part one of our series on sales training and enablement, by Xactly Sales Enablement Manager Brian Groth.

 

 

When planning your organization's sales training for the year, you'll want to take in the various topics your sales team needs to learn or improve, such as specific skills, product knowledge, or topics related to the sales process. However, you also need to consider the cadence, availability of trainers, and the time you'd be taking from selling time.

I find it useful to first think of the topics, such as:

  1. Sales Process: These include the activities that have been proven as best practices to win deals that align to the different stages of your sales process.

  2. Products: Messaging per product, knowing how to give a good demo, and unique selling points per buying persona to name a few topics.

  3. Sales Skills: Consider these the basics for all sales reps, such as prospecting, social selling, negotiating and so on.

Creating the above list of training topics will probably result in a very large list that would take far too much time away from your sales reps if they were to take all, so start prioritizing. I suggest working with the sales managers to have them help stack rank the training topics, which also helps them have a say in what their reps get trained on.

Then finally think about the cadence, such as:

  1. Weekly: Short and focused training topics, probably online if possible.

  2. Monthly: More in depth, and ideally in person.

  3. Quarterly: Cover a few topics, in person probably for a day and by role or team.
And of course, record those webinars or use some other method to make the training available online for reps to refer to on their own time if they weren't able to attend the live training session.




About the Author

Brian Groth

Brian Groth is Sales Enablement Manager at Xactly Corp, helping improve our sales skills and activities from leads to close. Reach him on LinkedIn.

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Topics: Sales Enablement, Onboarding


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