Important Sales Training Topics
Bringing new sales agents on to your team could be trickier than you might think. There are a lot of different ways of teaching that sales staff may have picked up on from previous jobs and
various levels of experience with sales meeting topics.
It is difficult, of course, but it is not impossible. People with the right structure and priorities
may or may not be able to turn team members into successful sales agents, and avoid all of the
pain and hardships of the process. If you want to make this a reality, then follow these 10
important sales training topics, which should become an incremental part of your onboarding
1. Company Background Information
One of the first items that must be covered, no matter which experience history they
have, is the profile of the company that they are going to be working for. A portion of
their sales training has to be introductions to the organization, along with their culture,
vision, and mission statement. The team that will handle your sales will be the forefront
of your organization. The staff on the sales team is the first contact of your company
when a customer reaches out for service. It is critical that you have staff that are
equipped to answer questions about the organization. More importantly, their
messages need to be consistent.
2. Using Rational and Emotional Tactics
It is common human nature to believe that anything can be achieved by using
rationality. In the real world, most decisions are made using human emotions. This is
also commonplace in human behavior. Even if your company sells to other professional
organizations, you have to know how to incorporate both rational and emotional sales
Teaching your sales team how to blend these tactics in your sales training, as well as
answer to them with various responses through different products or services that you
offer. New staff need to be aware of how to utilize rationality and emotions to best
tailor their sales tactics to each and every customer they talk to. A properly trained sales
agent should be able to identify points to reach in an audience that can best be met by
successful sales agent.
3. Gathering Information Before a Sales Call
A sales representative should already be familiar with the customer that they are
reaching out to. When you are training them, include a portion of training that covers
the process of researching the prospective customers. These topics should include
internal tactics, such as records of previous customer interactions, as well as out-of-
office opportunities such as career networking websites.
4. Prioritizing Prospect Calls
When prospective clients begin to reach out from ads and other marketing profiles, it is
easy to fall in to turmoil. This type of training allows staff to learn how to use their time
efficiently, through the process of determining which potential clients can likely become
customers. This could include multiple different tactics, such as leads management.
5. Compiling First-Time Reports with Prospects
When you contact a potential client over the phone, how can you build a positive
relationship with them and make them more open to receiving your message and
closing a sale. Well-trained sales staff have a deep understanding that the first part of a
pitch is an art form as much as it is a science. Developing initial rapport is a good topic as
a part of your sales training, as it will help with both existing and incoming pockets of
staff and build connections for productive sales.
6. What if my Prospect Pushes Back?
Not all sales calls are going to lead to a successful sale. So, what do you do when you go
through all the trouble of making a sales pitch, and the perspective customer does not
take the bait? Or, what if the customer demands to lodge a complaint? Develop an
organized process about how your business handles complaints, and what happens after
a frustrated customer gets off the line. When should you drop the lead and move on?
Any full sales training will have a process to handle these unpleasant questions.
7. Learn When to Move On
Even if the customer does not actively or vocally show their disinterest or contempt,
every effective sales staff member needs to realize when a contact is not productive,
and prospect seems to not want to commit. At this point, it might be a better use of the
office staff’s time to pursue more promising leads instead. You need to train your
employees, and how to end a chain of messages while still keeping possibilities open for
future sales prospects with the customer.
8. Auditing Personal Connections for Better Prospects
Simply put- people are more likely to have successful and profitable sales transactions if
they are working with someone who has their trust. It is more difficult to delve in to the
emotional aspects of a new client if you are cold-calling them, or even following up on a
lead. When executed in the correct way, a personal connection can develop immense
benefits, and make the connections necessary for closing the sale.
9. The Best Sales Pitch
In more ways than one, the most important part of your sales training needs to focus on
developing the perfect pitch. But, you may be asking how to get to this point. Some
portion of your sales training needs to include the best practices, exercises, and
examples on how to develop the best sales pitch. Personalizing, connecting to your
product, and unity with the salesperson’s unique selling personality might mean the
training can become a little complex. This does not make it any less important.
10. Conducting the Proper Follow Up
Ultimately, it will be the most logical to train staff early on regarding the best methods
for closing a sale. However, it must be emphasized that the closing of the sale is not the
closing of a line of interactions between the customer and you. Return customers,
repeated purchases, and continued service translate to much greater (and more secure)
revenue in the future. Be sure to educate team members on how to stay in touch with
new prospects, and the best times to reach out for a new purchase or contract.
You must find the best sales training program to fit the individual needs of your company. With
the correct structure in your sales training, you might still find it difficult to keep the load light
on your team members, but make it easier for their knowledge to seep in.
If you take the time to seek out the proper sales training, then your sales staff will not only
receive a thorough sales training, but you will also make sure the topics will stick in their brains
for a long time to come. This will make your profits increase and solidify for a long time to