Second of all, one of the best practices of any sales management team is to integrate sales training into your weekly sales meetings. This doesn't mean that you have to spend a lot of time on it, but having a sales training topic at every weekly sales meeting is a good way to freshen people up, get them thinking about their work, about how to do their job better, and keep them motivated as it relates to working on their basic sales technique and their sales process. Even a 10 or 15 minute shop talk by the sales manager or one of your sales team members can be a great way to integrate sales training topics into your weekly routine.
A great way to give people ownership and empowerment for these topics is to have different members of your team lead a topic each week, under your sales management's guidance, brainstorm a list of topics that would be good to cover over the upcoming weeks, and then actually assign those tasks to different people to lead those topics. That gives each of your sales team members a sense of commitment, participation and empowerment in leading the sales team. It also allows you to pinpoint who are the best sales trainers and who are the best potential leaders of your sales team.
In addition to integrating sales training into your normal weekly sales meeting agenda, it also makes sense for you to pull your sales team out of the field into a 2 to 3 hour sales meeting at least once a quarter to review past quarter results and also to do sales planning for the upcoming quarter. Sales training should always be on the agenda of those sales team meetings, whether they be at your offices, or in some remote retreat. Finally, having an annual sales training retreat as a part of your annual sales meeting makes a lot of sense, as well. Many companies do this, where they organize a 4 or 5 day sales meeting and spend at least one, if not two, days of that time dedicated to different sales training topics. Sales training takes a lot of different forms, from sales technique, to updating them on the company's vision and strategy, through to new product training and launch planning... there's a whole variety of topics that can be covered on the sales training agenda. But the key is, to make it frequent and ongoing and a part of your ongoing relationship with your sales team. Focusing on sales training is an absolute key to enhancing your sales team productivity, performance, process improvement and success. What are you doing to integrate sales training into your overall sales management structure?
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