If you have ever been in sales, you’ve probably been through some form of sales training. And, it may or may not have increased your sales. If you manage a sales team now, you may be wondering about improving sales performance, but don’t think anything will help as you reminisce about the sales training curriculum from your past.
When it comes to training sales people, what works?
Effective sales training won’t pretend to be a “silver bullet.” But, it should be able to provide core skills that can better uncover client needs; provide solutions that meet those needs; and create value from the client’s perspective.
Where in the consultative sales process could your sales people improve sales skills?
Fortunately, this can be determined! Human analytics, in the form of a sales assessment, can provide you actual data about the skills your sales people have at each stage of the sales process. ADVISA recommends the SSAT, or Selling Skills Assessment Tool™, to do just that. This tool provides answers to questions such as: Are my sales people presenting solutions before fully understanding the client’s needs? Or, are they asking questions to assess needs before trust & credibility have been established? Without assessing your sales team’s current skills, you could be providing training focused on areas where they are already strong, never improving the areas where they are not.
What makes this data so useful?
The data provided by the SSAT will give you concrete information on strengths and areas of growth for training, coaching and management at three levels; sales force, client defined group and individual. This metric lets you look at everyone individually and comparatively. It can help remove the mystery from: “Why can’t my salespeople close?” The data guides you to focus training and coaching in skill areas where growth is needed, and also permits you to further sharpen those areas where your team is already strong. And, now, you know exactly which area is which.
If you’d like to learn more about how human analytics can provide you with data to improve your sales production, contact me.