What should corporate training be like?

A good corporate sales training is clearly structured and follows its own rules, which will be disclosed in this note.

Clear procedure

Even before starting the training itself, it is necessary to establish its consistent and transparent procedure for employees. Firstly, this is necessary in order for employees to approach the event more consciously, and, secondly, in order for this event to be productive.

Compliance with goals

Oddly enough, if you are interested in increasing sales, then sales training is what you need. Neither “personal growth” nor any other type of training in this case is suitable for your company. Employees may like it, but it will definitely not raise sales.

Suitable exercises

All the exercises that the trainer offers at the event should directly relate to the objectives of the training and to the specifics of your activity. Lengthy options, like “mafia” or some other fun games, may be good for a children’s camp, but they are not suitable for your employees in any way. Just like the training topic, games should strictly correspond to your goals and be based on the scope of the company’s activities.

Involvement in the process

Active participation in the training is the most important factor influencing the perception of learning and, accordingly, the productivity of the event. But it is possible only if the coach is able to present information beautifully and not boring. Therefore, before the training, it is always worth asking the trainer for recordings of previous events and deciding whether this is suitable for your employees or not.

Coach with sales experience

If the coach has no sales experience, maybe you should look for another one? Agree, no matter how smart and sensible the coach would be, the person who was also a salesman, will have a better idea of what he is talking about.

From simple to complex

The training should start with simple actions and gradually move on to more complex and advanced ones. In this way, participants gain the self-confidence they need for a smooth transition to the next level. An important point is that these simple actions should be such that the employee could immediately apply them in his work environment.

Feedback

It is not enough to give people the necessary information. Quite often, if not always, it is also necessary to clarify some issues, debunk myths or strengthen beliefs, help people better understand and process new data. Another reason why feedback in training is irreplaceable is that a new acquired skill that is performed incorrectly will eventually become fixed and will also be performed incorrectly. Therefore, it is better to clarify some points at once than to retrain a person later.

Precise algorithms

Employees should be given a clear scheme of actions, how to act and what to do. Sales are a structured process, not free creativity. The same can be said about many other elements of this business, for example, about negotiations or management actions.

Error recognition

The training should include tools that allow participants to see their mistakes at all stages of the sales process. It’s always easier to avoid mistakes and learn from your own experience if you know what you’re doing wrong.

Evaluating your actions

After completing the training exercises, participants should be given the opportunity to analyze their actions themselves. This tactic not only promotes greater involvement and thinking on the part of employees, but also removes unnecessary criticism from the coach.