You’ve spent the last few months iterating on various elements of your newest product and A/B testing features. As you prepare your sales team to broadcast your newest solution to the world, be sure your team is equipped with the skills to send the right message.
Here are four essential sales training ideas that you might have not considered for launch time .
1. Let Marketing Train Your Sales Team
Great marketing and sales teams are like the offensive and defensive line on a football team. When they work together, your whole team wins, but when they are misaligned, it shows up, sometimes in embarrassing and public ways.
It’s not the marketing strategy, nor the sales tactics, nor the 6-month revenue plan that your organization needs to rally around. As Salesforce’s Jill Rowley says, marketing and sales are all about the customer.
Once the product marketing team sets up the play and passes the ball, your sales team needs to be in position to receive marketing qualified leads (MQLs) and run with them to the end zone. Giving marketing a role in training the sales team on a new product creates a unified message to customers and opens a dialogue between the two groups.
2. Institute Top-down Product Training
Sales managers sometimes fixate on the monthly sales figures to the detriment of product knowledge. While the carrots of commission and bonuses are motivating aspects to most sales teams, without product knowledge the carrots stop rolling in. Part of a successful product marketer’s role is providing sales managers with training on new products to remind key players why they should invest in product knowledge.
Facts and figures go a long way in encouraging colleagues to adjust their practices. If you’d like to collaborate toward a sales strategy aligned with product marketing, show managers the value of marketing and product knowledge via aggregated sales numbers on a sales enablement app. Sales leaders can track sales performance on the app, and you can enable your team to bring more customers into the fold.
Help marketing and sales speak the same language with a sales enablement tool that is designed with your teams’ needs in mind.
3. Train Sales to Find Objections Before Customers Do
Moonshot X is Google’s fail-friendly innovation lab. They’ve come up with incredible solutions for energy, internet connectivity, and package delivery. Part of the reason they’re so good at what they do is they are dedicated to problem-finding.
They are the first to see the problems and reward team members for failure. When you have an environment in your organization that makes failure safe, you will become aware of customer objections sooner. When you have a way to record, analyze, and iterate toward solutions to customer objections--then you’ve got a sales team that is unstoppable.
Sales support in a connected workforce necessarily involves digital sales enablement tools. Sales leaders know objections are not the end, they are a course correction. Sometimes objections are just the anxiety customers need to get off of their chest before moving forward with a yes. Since the nature of objections can be so slippery, an app that your product developers and objection first-responder sales team use lets you track and course correct for real-time customer feedback.
Give front-line salespeople the tools to track what is working, what isn’t working, and course correct immediately with evidence-based sales tactics.
4. Prepare Sales Teams for Unprecedented Success
Businesses know to plan for difficulties. You may be surprised how too many orders (is there such a thing?) can overwhelm your staff and create chaos.
Your sales team should be adequately trained in these areas before launch day:
- Product features and anticipated FAQs: Leads turn into customers when they feel they are making a good decision, and that moment is usually precipitated by many questions
- Sales objections: Train your team to overcome objections and listen to, and track expressed barriers to buying
- Time management: When your team gets an influx of leads, they need to be masters of their days and able to prioritize following up with leads, reaching out to new leads, and doing demos
- Workflow: A different product could mean a different workflow time spent learning the process is time away from warm leads
- One hub of information: Teams use online platforms to manage sales workflows, and they can be great--as long as your whole team stays in the office all day and continually checks desktop notifications. Unless your team members are shackled to their desk (HR may not approve), you need a handheld sales enablement tool that everyone has at their fingertips at any given moment to keep your entire team moving and closing more sales.
Train your sales team on these lesser-known sales tactics, and you’ll be ahead of the game. Ensure that your marketing and sales teams are on the same page when it comes to product launches and daily revenue-producing activity with a sales enablement app built for your organization.
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