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  • Sales Training Program – An Informative Guide

    Sales Training Program – An Informative Guide

    What should a successful sales training program provide? 

    A successful sales training program provides coaching to sales reps. It includes the essential skills required at every step of their buyer journey. It includes right from the first call or email to the closure stage. Many businesses implement sales training platform program. The ones that specifically focus on how to train sales reps online by discussing their core problems. Once your sales reps’ vital issues are understood and addressed. It will help them drive quality results & help achieve sales quotas. An effective sales training program must identify custom problems. And should also provide a comprehensive plan to achieve sales growth. It should deep dive into the company facts and sales challenges rather than giving generic solutions. It should help bridge gaps and improve on parameters where required. Hence, while choosing a sales training program, ensure that the program’s features match your company’s purpose or not. Let’s get into some facts about the all-purpose programs. It is commonly known as One Size Fit All Training for Sales. 

    Why say no to One-Size-Fit-All kind of Sales training? 

    As this sales training program does not focus on your organization’s core sales problems. Your sales team will not relate to it. Hence, you will invest your time and efforts in the wrong direction by choosing a one-size-fits-all training program. Organizations in the US spend more than about $10 billion yearly on sales training but cannot attain better quota rates. The fact is more than half of the sales reps are missing their quotas. The primary reason for the failure is the one-size-fits-all sales programs. They assume that more than one or most sales reps will have encountered the same problem. Organizations in different domains sell different products/services. Also, their sales reps will have various issues based on the buyer journey. Also, the level of experience they carry. They have a unique set of challenges to face which require solutions from the team or managers. Say, for example, the sales process for pitching a B2B product will be different from that of the B2C one. Hence, the entire strategy and steps involved will change. Hence, the results will not be as significant as that of the programs designed for individuals. Focusing on current concerns and sales challenges in an organization and not discussing a generic issue. Then what kind of points should your organization look at while considering a successful sales training program? Let us read further to know more about this part as well. Then, what are the key Essential points required for a Successful Sales Training Program? 

    The traditional sales training program is mostly one way of communication. In this type, the sales trainer/ coach explains the various points required for a successful sale. But what’s next? This approach is not monitored or tracked for performance or to check positive/ negative impact after the training. Hence, the best and most successful sales training program should consider the five essential features discussed below. 

    1. Customized Platform 
    2. Actual Scenario 
    3. Interactive Gamification 
    4. Reinforcement with Structure 
    5. Metrics to Track 

     

    1. Customized Platform: The customized platform allows you to add, edit, and delete specific content as per your business needs. This platform seamlessly allows you to add, edit, and remove entries made, add questions for your reps, and upload question sheets catering to your business so that your sales reps can answer them. It also allows the sales managers to generate and review robust reports by utilizing the mobile platform’s easy-to-use and understanding of the evaluation metrics. Isn’t it interesting and engaging? 
    2. Actual scenario (world): A successful training program for sales uses actual buying-selling techniques and industry methods. To handle problems and provide solutions. The video training platform allows sales reps to practice, take a test, and evaluate their scores. Hence, this step becomes an integral part of deciding how to train sales reps online.
    3. Interactive Gamification: Content that does not inspire you will not create a good impact on your understanding, especially when you learn something for the first time. It is where gamification comes into the picture to drive more focus and a better understanding of the learning process. Reps are more likely to learn better and grasp faster through the use of interactive gamification. The use of gamification includes – quizzes, assessments, interactive dashboards, and layouts. The game-like construct keeps reps more engaged than the traditional learning method, which is not inclined towards interactivity and a practical approach. This technique/ method enables them to understand all the various aspects required and upgrade their sales skills more than ever before as that of conventional training. The sales reps are now more confident and knowledgeable because of the practice they performed through the actual scenarios and gamification. 
    4. Reinforcement with Structure Reinforcement is key. It is required to help sales reps to understand what they’ve learned. But, without a systematic and structured approach, this is not possible. Stats show that an average of 50% of the learned content is left behind. That too within 4-6 weeks & after three months, about the number jumps to 80% and more. However, a sales training program with customization easily allows the sales team to successfully achieve objectives and sell. It is simply because of the structure that comes in place which is missing in the traditional sales learning approach. 
    5. Metrics to Track How the sales managers should know if their reps using the platform? Is it proving beneficial for them, or they aren’t able to do the most of it? This part will exactly help you answer this. Impactful Sales Metrics that can be measured can be improved, and the same applies here. The sales managers get a classification of the performance of their reps. So, they know which representatives require more practice and guidance and which representatives are ready to sell online. These were the five points for a successful sales training program and useful tips on how to train sales reps online using the sales enablement tool. Now let us briefly talk about our sales enablement platform’s features and why you should consider Awarathon over other sales readiness tools. Let’s begin. 

    Awarathon’s Sales Training 

    Awarathon provides a safe environment for your staff to practice their learning in any scenario. It combines high-security levels with data backup so that your practice never stops. The responses collected from sales reps are shared with the manager to improve what is missing from the sales reps precisely. Awarathon’s feature-rich platform goes beyond the basic video-role-play functionality to comprehensively address the requirements of your fast-growing sales team. 

    Awarathon’s data-driven approach is mobile-access friendly. It helps to track individual performance and map it to the key metrics required for business growth. It also helps bridge the gaps providing a unique solution on how to train your sales reps online. 

  • Reasons to invest in an Online Sales Readiness Platform

    Reasons to invest in an Online Sales Readiness Platform

    Every day we trust in the technology we use right from the beginning of the day. Similarly, the sales enablement teams rely on sales tech. And to assist their sales managers and representatives. So, an online sales readiness platform is the solution. 

    Most organizations nowadays have content management or sales coaching teams. To assist their sales department at work. The market for sales enablement solutions is multiplying quickly. The number is expected to rise by 2022. In simple terms, a sales enablement solution is adopted by many organizations. Mainly across various segments to enhance and accelerate their sales process digitally. 

    If your business hasn’t yet prioritized the sales readiness tool. So, here are the two main reasons to consider a sales enablement solution for your business. So, let us begin with the reasons to invest in an online sales readiness platform. 

    1. Invest more time in Selling
    2.  Enhance sales productivity
    3. Bonus – Add meaning to sales interactions 

    Invest more time in selling

    The more time the sales reps will be investing with their buyers. The higher the chances of gaining highly qualified leads and a sale to happen. As a sales manager, you should also make sure that your reps do not put in more time and effort. To fill CRM, manage internal emails, and address HR. These things are essential and should not be ignored. But, can be done either after working hours or in free time. So that the peak hours are utilized in core activities. 

    With enablement technology, the time reps spend on these low-value, repetitive activities is reduced by 20 to 25% (Source: Forrester reports). 

    So, allowing them to focus more on the core activities. It includes – buyer research, domain research, prospecting new clients, Database creation, and ROI discussions. Because other areas directly lead to their core activities & help drive revenue.

    Enhance sales productivity 

    The sales reps are now investing their time by focusing on things that matter. This approach will help them drive quality leads and enhance sales through the help of sales enablement tools. 

    The sales readiness tool will prepare your sales reps to gain results faster by reducing the ramp time. Faster onboarding helps sales reps to focus even more time on their business. Because this also leads to effective work. 

    A seamless ramp-up process leads to better retention rates, as well. Now that all the sales reps can meet their targets and work seamlessly. This means fewer chances of them leaving the organization and looking for other opportunities at the earliest. It also, helps organizations avoid seller turnover costs. So, these were the two reasons. As to why your organization must invest in an online sales readiness platform.  

    Bonus – Add meaning to sales interaction

    The sales managers must ensure that your sales reps are completely ready. Everything they require at each stage of the buyer journey. Because now they are spending more time in virtual Selling. And the sales reps must make sure that things are going well with them. The process, the reporting, the decisions, the tools, and just everything. An online sales readiness platform will help them in every step. So, they are confident with the right knowledge and technology. And can apply it in any buyer journey. 

    The sale readiness tool is powered by AI. It means it will help the sales managers with a robust report about their sales performances. The evaluation performs on several important and relevant parameters providing surety that your sales reps are now sales-ready. 

    >Summing it up – The bottom line< 

    These were the top three reasons to invest in an online sales readiness platform. And why companies should opt for it. The sales enablement tools come with multiple benefits for organizations assisting their sales teams with everything they require. 

    Do let us know what your top reasons to invest in a sales enablement platform. Request a Demo!

  • Perfecting the art of Virtual Selling

    Perfecting the art of Virtual Selling

    An ideal way to face the challenges due to virtual selling is to put in extra effort which is coupled with technology and content. With these two weapons, the right tech, and content you can win every battle and conquer the fort. But, what it takes to begin – perfecting the art of virtual selling? Here’s the list below. 

    1. Technology at your fingertips.
    2. The Right Content at the Right time.
    3. Ready for Virtual Selling. 

    Let’s start. 

    1. Technology at your fingertips: 

    To explore virtual selling effectively you have to depend on technology. This includes your buyer’s research, industry research, peer to peer networking, and recorded video to practice sales pitches and attend live meeting conferences. This should be powered by the ability to access relevant data on the go. In addition to sharing best practices, subject matter notes for your sales team to excel virtually. 

    The right technology will allow your sales teams to perform things effectively. This includes required data, making notes, sharing proposals with prospects, sharing minutes of the meeting, practice things at their convenience to improve and accelerate virtual selling through remote working smoothly. In addition, this should be coupled with problem-solving skills, and understanding your buyer and its domain properly. So, you connect better. Making the right use of technology is very crucial and should be practiced until your sales team learns it completely. 

    1. The right content at the right time: 

    The right use of technology must be paired with the right content. This is because when the sales reps pitch, they should be able to pair the pain points of their buyer with the offerings they provide. This will not only help them connect but also help to build trust. Sales reps must learn the art of just-in-time content creation for drafting their formal marketing plans and proposals. The sales managers should also contribute to the process of content creation because the sales reps may not know all the minute details at times. 

    Remember, it is a team effort & so the entire team must help each other to accelerate the process and get things rolling. Also, always having a backup of the content and a single point of contact is also very important so that the work does not hamper in case of an emergency at one’s end and hence this part should never be neglected. 

    1. Ready for Virtual Selling: 

    Virtual selling has become the only way to overcome the current scenario and is helping businesses continue with their sales process smoothly. The sales reps have to ensure the following things. This includes building trust, conveying the right message, prepare their pitches, and performing their research using the virtual techniques available. If you master this you can make good sales deals online but it requires practice and self-study. Perfecting the art of virtual selling is not easy. But with the right efforts it is definitely possible. Provided you take that effort. 

    Every sales cycle follows some variations from the consumer buyer journey. This is from the awareness stage to the purchase one. But, the basics remain the same & hold true for virtual selling as well.As the virtual sales process gives you the ability to track things well, you can now track performance stage-wise where needed. This can be done utilizing the best online sales practices for both your ends (the sales reps and the buyers) to effectively close the sale. You can perform live meetings and learn from your pre-recorded videos to improve better. Share useful insights with your buyer, discuss real-time business problems online and so on. Just simply imagine how sorted your day might go where you now exactly know what to do and when. 

    Therefore, sales managers need to empower organizations with mobile technology. Mobile technology that is interactive enough can be monitored to provide you with a scalable result. To invest the right time and efforts on things that work and have given proven results by many businesses just like you. Prepare your team to up-skill to this new world of virtual selling. These were some handy hacks when it comes to perfecting the art of virtual selling. 

    So, if you are looking to transform sales capabilities online for business and drive impactful data-driven results. Then request for a free demo today.

  • Dos & Don’ts – Virtual Sales Team Management

    Dos & Don’ts – Virtual Sales Team Management

    Virtual selling is the new normal. In the existing scenario you cannot attend work meetings in person. But, is this shift easy for all? When we talk about our sales teams, the concept of remote working and virtual selling comes with a unique set of challenges for them.

    Managing these challenges can be a task. This is because the sales reps have less contact with their clients. Ensuring your sales team focuses on the right objectives, delivers team spirit, and achieves their sales targets remotely becomes challenging. The sales managers should help their sales reps. This includes with the right set of skills, information, and best tools to deliver the desired outcome. Mainly because the more your team focuses on the right skills, the more they stay productive and drive better sales. To ensure they are on track, check out the dos and don’t of virtual sales team management for a successful year.

    The dos and don’t of virtual sales team management:

    1. Don’t skip on valuable training
    2. Do make use of video to learn
    3. Don’t ignore the importance of collaborations
    4. Do promote content sharing
    5. Don’t rely only on video calls
    6. Do pre-boarding for new sales reps
    7. Don’t under-communicate things
    8. Do create a content repository which centralized

    1.Don’t skip on valuable training.
    Lack of coaching interactions and insufficient practices between sales managers and reps contribute to productivity’s biggest obstacles. One needs to identify the gaps and bridge them through the power of training. It is a two-way process and should not be skipped as training forms any business fundamentals to grow better.

    2.Do make use of videos to learn.
    Remote coaching helps you to scale-up your efforts, which can be done through recording videos and practice it. Any online video-based practice platform will help your sales reps in this process, and you can also track it well. You’ll see whether they’re delivering consistent and right messaging and where their pitch needs to improve.

    3.Don’t ignore the importance of collaboration.
    Your sales reps will not always get the time. Time to brainstorm, discuss with co-workers, research industry topics, read the newspaper due to power-packed schedules, and assign meetings to attend. Hence, when you involve high performers to share best practices with others. It also helps you gain valuable insights that otherwise would have lost. It also provides a great way to learn for the entire sales team and help solve relevant concerns.

    4.Do promote content sharing.
    Tap peer networks across industry and subject matter specialists. Do use the online video learning, Enhance your Point skills to share stories which matter. Generate ideas, brainstorm, discuss when convenient with the sales reps. Besides, helping you lower the stress of coaching for sales managers and increasing the speed with which creative and fresh ideas execute in the entire team. Besides, everyone in the team gets to discuss and put forward his/her issues and get solutions, for it also helps learn new things to drive better results. This is the most crucial aspect of virtual sales team management.

    5.Don’t rely only on video calls.
    Communication, in any manner, is essential. Just relying on zoom calls for sharing information is not enough, as you might skip crucial communication that has to be shared either with the internal team or with the buyer. Consistent communication helps to stay everyone updated and well-informed about the work happenings and deliverables. Hence, there should be consistent communication both with internal and external teams apart from zoom or scheduled calls where necessary.

    6.Do pre-boarding for new sales reps.
    Instead of hiring new sales executives, make use of technology – mobile and video tools for pre-boarding. Have your new reps practice their pitches, learn your company’s offering, process, and system. This way ensures receiving coaching and feedback without stepping out at all. This practical approach is time and effort saving and definitely worth the try, especially during these days where virtual is now reality & a new way to life.

    7.Don’t under-communicate things.
    During these times, it is a must for leaders to manage work calmly. The communication should be made clear and documented to avoid chaos. The communication between internal and external teams must be on time to ensure all are on the same page. The use of terms and words that can create confusion should be minimized and explained again to reconfirm the assigned task.

    8.Do create a centralized content repository.
    The organization must equip their sales managers with a content repository. To allow the sales team to create, comment, learn, and share important and relevant company information as and when required. Fresh and relevant content that the sales reps can fetch on their mobile will help them answer their FAQs anytime, anywhere, and proceed with their work seamlessly.

    So, these were the top dos and don’ts of virtual sales team management effectively. Do share your valuable suggestions in the comment section below.

     

  • 5 Online Selling Tips to boost your Business Remotely

    5 Online Selling Tips to boost your Business Remotely

    Many sales reps have been working from home for more than a couple of months now. During these days, many sales teams across various sectors have developed remote selling hacks, which will help their sales reps perform better, even without attending the person’s meetings. These virtual selling hacks make use of technology to help their business continue well during this pandemic phase. 

    We have listed some of the best hand-picked 5 online selling tips to boost your business remotely for better sales team performance for your sales reps to follow. So, do share with them and drive better sales online. Let’s get started. 

    5 Online Selling Tips to Boost Your Business Remotely: 

    1. Identify your buyer persona clearly 
    2. Know the importance of body language 
    3. Content is the king 
    4. Use of online tools 
    5. The practice is the key 
    6. Identify your client persona clearly: 

    Unless you don’t target your client persona clearly, you will be pitching and capturing the wrong business leads in your prospect list and wasting time. 

    There are many informative reads online to help you create a detailed buyer persona for your business. So, your efforts and work process don’t go to waste, and you focus only on the right buyers ideally relevant to your business offering. 

    1. Know the importance of body language: 

    When it comes to face-to-face meetings, body language is seen clearly by how you greet, smile, talk, etc. Whereas in remote selling, it has to be rehearsed multiple times in a pattern to come naturally. These include your clarity of speech, tone, greeting, and focus on the meeting as well. 

    There are online sales-readiness platforms that simulate critical situations like objection handling, price negotiation, and hot seat scenarios. It will help your sales team reps practice their sales pitch online and help them monitor things like knowledge assessment and speech speed etc. 

    2. Content is the king: 

    This is one of the most crucial online selling tips. In a physical meeting, you begin with a couple of things before starting the meeting discussion, like the weather forecast, news debate, traffic in the city, etc. 

    In a virtual meeting, you have to get to the point directly, i.e., the meeting’s agenda and content matters that include what you speak, what you present, how well you handle the Q&A session, and the content engaging your audience, etc. It is vital to make sure you share the right presentation, and that there are no too many tabs open on your screen to avoid any confusion. 

    3. Use online tools: 

    Technology has made our lives easy, be it work or entertainment. Machine learning and artificial learning are the next big things to add on. 

    This year has made us redefine the way we used to work. Take any domain sector things are getting automated and work is done online to the best possible levels. Then why not use it to leverage our business online? 

    There are platforms like Hubspot, Salesforce, and Awarathon, that help grow your businesses remotely. These platforms have a bunch of features to help you scale your business. Providing the best solutions to business problems and taking feedback to serve better is what they have mastered over the years. Hence, you as a sales team representative, must explore these platforms. 

    4. The practice is the key: 

    The key to perfection is practice and only practice. Sales reps often ignore this as they are in a hurry to pitch or communicate things with the buyer/ client. If you don’t practice enough, you are creating loopholes in completing a sale. 

    Product knowledge, pitching skills, negotiating skills, presentation skills, communication skills, and greeting skills practice matters for a deal to happen. Hence, practice is the key to mastering anything. 

    These were the 5 online selling tips to boost your business remotely for better sales performance.

    Click here for a free Demo!