As we move into the second half of 2024, sales demand will be at the next level, and adaptive sales training techniques for salespeople will be required. Here are nine advanced sales training techniques to consider incorporating into your strategy this year:
Disclaimer: The information below is accurate as of August 23, 2024.
1. Implement Microlearning Modules
Microlearning modules involve breaking down complex knowledge into small chunks that busy sales professionals can easily absorb. The target audience becomes small and targets frequent sales training sessions enhanced via films, infographics, quizzes, etc.
Example:
Consider a team of sales professionals that needs to understand how to sell a new product within weeks. Instead, they can receive a series of microlearning modules focusing on different product aspects throughout their training. For example, one module could be a 5-minute video discussing the product’s key points, another an infographic showing how it compares to competitors, and a quiz that makes students self-evaluate their learning. That way, sales representatives can get up to speed in their own time and revisit the material whenever needed so that it sticks with them – or is truly actionable in driving the best sales conversation.
2. Utilize Virtual Reality (VR) Simulations
VR simulations create immersive sales training programs, allowing sales reps to practice in life-like scenarios. VR can be used for managing objections, sales negotiations, presentations and closing deals.
Example:
A car dealership uses VR simulations to train its sales team on customer interaction and negotiation techniques. In a VR scenario, a sales rep might find themselves in a virtual showroom with a potential customer who raises concerns about the car’s price. The simulation enables the sales rep to practice responding to objections, providing alternatives, and negotiating terms within a safe model. A practical application, this allows reps to develop their sales skills and improve on-the-job sales performance by taking real-world actions.
3. Incorporate Social Learning Platforms
You cannot exclude social media from your sales strategies and even training. The best learning management platforms, like Docebo and LinkedIn, host the knowledge, experience, and best practices sales teams share. They promote a culture of continuous learning and improvement by allowing sales reps to learn from their top-performing peers’ success. They also enable participants to interact with one another via forums, webinars, and shared resource libraries.
Example:
A sales team at a global technology company uses Docebo as their social learning platform. Sales reps from different regions participate in discussion forums where they share insights on handling common objections and effective closing techniques. Additionally, top reps are periodically invited to these webinars that reflect on their tactics and Aha moments, where they can get the answers to their questions. Sales reps can participate in these shared resources and discussions, which helps them hone their abilities, thus promoting camaraderie between sales agents who may not only work remotely but also are located across different areas.
4. Leverage AI-Powered Sales Intelligence Tools for Your Sales Team
AI-powered sales tools leverage artificial intelligence’s capabilities to process large quantities of data, delivering more actionable takeaways. These tools can monitor prospective leads’ online behavior, identify trends, and predict future actions, making it easier for sales teams to reach out to or target high-potential prospects.
Example:
Consider a sales team at a software company trying to grow its customer base. Sales reps can learn to distinguish and make decisions depending on the buying signals and behavior, which helps immensely with an AI-powered tool. The Intent data is a robust solution that equips revenue teams with a comprehensive suite of intent signals. It allows sales professionals to find and prioritize best-fit accounts by integrating various signals within the platform. This comprehensive approach gives users multiple insights to effectively target and engage potential buyers.
5. Focus on Personalization and Customization
Unlike generic training solutions, personalized programs are best for all to cater to in-person learning styles and sales career goals. Using assessments to determine which areas every sales rep excels at and which they need improvements in helps get personalized training content: Time-bound, input-oriented experience tailored to individual needs that helps reps address roadblocks and increase competency.
Example:
A financial services company implements a personalized training program for its sales team. Initially, each sales rep completes a comprehensive assessment to identify their strengths and areas for development. Based on the results, the training team creates customized learning paths with specific modules and activities to address individual needs. For instance, a rep struggling with negotiation skills might receive additional training on negotiation techniques and participate in role-playing exercises with a coach. A sales person struggling with communication skills for this personalized approach ensures that each sales rep gets the support they need to excel in their role, leading to improved sales performance and job satisfaction.
6. Enhance Active Listening Skills
Active listening is the most underrated talent for sales success, yet few traditional training programs pay attention to it. The sales reps, who were infused with interactive activities and role-playing exercises centered on active listening, could practice summarizing customer needs, asking open-ended questions, and providing empathetic responses. Thus, they could empathize with and address customer concerns even better.
Example:
Suppose you work for a healthcare company and organize active listening workshops for its sales team. In these workshops, sales reps act out role-playing scenarios and practice interacting with a fake customer. You might have one person act as a field sales representative or “customer,” and then another rep who is there to practice active listening (to rephrase, paraphrase, probe with clarifying questions about what their counterpart tells them, try to empathize, etc.). Group members provide feedback each other on what was done well and areas of improvement after each scenario. This function allows sales reps to practice their active listening skills, build stronger customer relationships, and address their needs more effectively.
7. Emphasize Continuous Learning and Development
The sales world is forever changing, so managers should introduce continuous training and development for their teams. Build a learning culture by keeping training current, including refreshers and ongoing opportunities for professional development. Promoting certifications and workshops build a culture of sales reps who continuously ensure they remain updated on industry trends through conferences.
Example
A telecommunication enterprise enables a continuous learning program for the corporate sales force to optimize cold calling. Customized 1x per month product and market trends training and more advanced quarterly sales technique workshops. Sales reps can also apply for certifications based on their selling involvement, including Certified Sales Professional (CSP) or Certified Inside Sales Professional Europe (CISP). Employing your sales team members means sales reps are flown to industry conferences, where they meet peer groups and get education to apply first-hand techniques from top managers. This commitment to learning has led the sales team to earn its keep and stay ahead of the curve, leading to improved performance and higher sales numbers.
8. Integrate Gamification Techniques for Sales Reps
Incorporating gamification in advanced sales training courses encourages a fun-competitive environment for sales professionals, which could make it more engaging and motivating. Game-like attributes such as leaderboards, badges, and rewards can be used to motivate participation in sales training courses. This makes learning more interactive and helps improve information retention/skills.
Example
A branded retail company incorporates gamification elements in its sales learning initiative by implementing the points system, where, for example, gains are awarded to reps for completing training modules or role-plays and hitting assigned targets set by their sales leaders. Points are totaled and shown on the company intranet in a leaderboard, encouraging reps to compete with each other for top scores. The highest performing talent receives badges and incentives like free lunch, gift cards, additional PTO, or monthly office shout-outs during company meetings. The gamified approach not only encourages sales professionals to participate in the training material but also corrects key sales concepts and techniques by promoting demonstrations.
9. Promote Cross-Departmental Training
Cross-departmental training gives salespeople insights and information from other departments, including marketing, customer support, and product development. This form of training promotes collaboration and understanding within the business, resulting in a more coherent and effective sales methodology. Experienced sales representatives who are familiar with marketing initiatives, customer service processes, and product development processes may better match their efforts with the organization’s overall objectives.
Example
A software company initiates a cross-departmental sales management training program in which sales representatives shadow colleagues from the marketing and customer support divisions. During these meetings, sales representatives learn about planned marketing efforts, client feedback through testimonials, and typical service difficulties. The product development team also holds sales management seminars to discuss the most recent product features and changes. This thorough awareness of the company’s processes allows sales representatives to deliver more accurate and helpful information to prospects and customers, modify their sales pitches to align with marketing messages, and handle problems more efficiently. The result is a more cohesive approach to meet the company’s sales and customer satisfaction objectives.
Mastering the Future: Time to Elevate Your Sales Game
Advanced sales training techniques equip teams with the selling skills and knowledge to thrive in a competitive market. By leveraging AI-powered tools, embracing innovative training methods like VR simulations, and fostering a culture of continuous learning, sales organizations can empower their teams to achieve tremendous success in 2024 and beyond. Implementing these techniques will improve individual performance, drive healthy business growth, and customer satisfaction. For more information about how an LMS platform like Docebo can elevate your sales training programs to meet these goals, book a demo.