Thanks to technology, we can do a lot of things more effectively and efficiently. From software tools to gadgets that can streamline processes, it makes sense that decision makers are investing company dollars in a few good tools, but what these decision makers should know is that these tools are not the be all, end all of good sales. These solutions are just what they are; tools. If not backed up by proper training and experience, then all you’re going to be left with is some software taking up space on a computer.
This is the difference between knowing and doing; software can help us accomplish a lot of things, but if the knowledge is lacking, then it’s just a bunch of fancy buttons that lack the human element. This is the premise behind what ATD is discussing in a recent post – under-prepared, undertrained staff means the inability to use sales tools to the best of their advantages, thus leading to poor sale percentages.
Tech tools have their place; there’s always a solution for lead generation and management, but the human element focuses on building trust and a rapport with the customer to help facilitate the sale. By building a relationship with each and every customer you encounter, you can greatly enhance your level of success. This can be achieved through proper training.
Companies should establish methods of training and learning, which focus on crisp content, better interactivity, engagement, and are high on knowledge transfer. There is a huge need for training that will facilitate the sales force to apply learning in their day-to-day tasks.
Don’t attempt training employees with boring lectures or anecdotal evidence. Training should involve participant interaction in discussions, exercises, and team activities. Also, don’t just leave it for the sales associates; involve upper staff members. Sales managers need to provide input, participate, and reinforce the training program. Ultimately, sales people take their cues as to what is important based on their managers’ priorities.
The bottom line is that sales tools are good, but backed by properly trained staff, sales tools will work even better for you, your organization, your customers, and the staff that are doing the selling.
Edited by Rory J. Thompson