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The 10 Commandments of Great Sales Training (2019)

Training programs are a necessity for just about any sales team. But how do you make sure your program is effective and resonates with your salespeople? Here are our 10 commandments of great sales training:

  1. Be Useful

    The fastest way to kill a training program is to force your learners to waste their time learning things they will never use. Target your training program to individuals so that they see and understand the bigger purpose behind completing their training.

  2. Remain Consistent

    Your learners will follow your lead. If you prioritize training and deliver it on a regular basis, they will learn to work time for training into their busy schedules. If you go several weeks or months without delivering new content, training will slip on their priority list.

  3. Stay Up to Date

    Information changes quickly. The last thing you want is for your employees to learn irrelevant information. Make sure you’re continually updating your training materials to include the latest and most important information available.

  4. Don’t Overwhelm

    We can’t stress the importance of microlearning enough. Make sure your employees are able to keep up with training by delivering it in small, bite-size pieces. Keep their training schedule manageable and flexible, and they will thank you.

  5. Be Creative

    Your learners are used to consuming content on YouTube, Instagram, and Pinterest. They will be more engaged with your information if it’s designed and produced well. They are less likely to remember black and white text than they are an interesting video.

  6. Provide Incentives

    Gamify your training program with leaderboards and meaningful rewards so your employees actually want to participate. Give them a positive reason to prioritize and complete their training instead of focusing on negative consequences.

  7. Make Training Accessible

    Your employees are busy. Make training accessible to them on their mobile device so they can access it any time. Create content that’s easily searchable so they can recall information quickly when they need it.

  8. Add a Coaching Element

    Coaches personalize a training program and provide an added layer of accountability. Who better to learn from than a person who has already “been there, done that?” Video coaching also adds hands-on experience your learners won’t get in other formats.

  9. Plan Ahead

    Creating and maintaining a sales training and coaching program is hard work. Plan ahead so that you always have something new for your learners to consume while keeping space open in case unforeseeable training needs present themselves.

  10.  Never Stop Training

    Create and curate content for every level of salesperson who exists on your team. There should never be a point where a senior salesperson gains enough experience to stop learning. There’s always somewhere to improve and something new to learn.


 

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