How to Customize Your Sales Training Handbook
We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team. Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for.
You can read hundreds of books and articles about selling, but who better to learn sales tips from than your own team of people who are selling your same products or services, experiencing the same type of marketplace, and getting the same objections.
Get your team to write down their best work both for their own good and the good of their fellow employees. Examples of useful information:
- Their best elevator pitch
- Their best “break the ice” opener
- Their best response to specific objections
- Their best sales close
- Etc.
Ask your staff to look over their documented material once a week or once a month, send you things they deem worthy, and compile all that information into one document to share with the team. This ever-evolving “handbook” of best practices becomes the ultimate sales tool, with many positive attributes and uses.
- New hires can use it to start off strong, using the success of an established team to begin with strong sales techniques. Early success means more money to your bottom line, and becomes a major confidence booster to the new sales exec. Early confidence will lead to increased future successes.
- Your sales team will play off of each others strengths, the great closer can learn from the great prospector, who learns from the great objection handler. Essentially you combine your entire team, into one super human sales exec.
- Cost savings. This handbook will cost your company nothing but a little time, and is full of relevant real world sustainable sales training your sales team can take right to the field.
