Is Your Sales Training Programme Really Effective?
When thinking of increasing sales in your business, the first option that should come to mind is to improve the capability of your Sales Team. That’s right, we’re talking about investing in a Sales Training Program.
The fact of the matter is that developing and training your team is the key to gaining that competitive edge you need to increase sales. And not only do you need to find the best training program that’s the best fit for your business, but you also need to make sure you’re getting the best bang for your buck.
What gets measured, gets done
So the principle of “what gets measured, gets done” is 100% applicable here. Therefore, you need to be able to measure and compare results before and after the training has been completed to determine its effectiveness.
You’ll need to identify your current Key Performance Indicators (KPIs). The most common ones are your Conversion Rates, Items per sale (IPS), Average Sale and your Sales Targets. These are all driven by a change in behaviour. Great, now you know where you’re standing.
Let’s assume that after 6 months of completing the training programme, there’s been an increase of 6% in your conversion rates and associated sales.
How do you determine that there is a direct correlation between your Sales Training Programme and the increase in your Conversion Rates?
What we know from experience across many sectors is:
High-quality content, combined with a great user experience (the ability to integrate the training with their day-to-day roles) and outstanding support (to launch it and embed it effectively) are key elements of an effective training programme.
On target coaching and feedback, are key drivers of an effective change in behaviour that lead to increased conversion rates.