Sales Training

02

Sales training is the most neglected human resource development initiative in most organizations. Enterprises do not think it necessary or think of it only when the sales numbers are not adding up. Sales being the lifeline of any organization, it is imperative that the sales team should be in peak condition at all times. With ever-changing customer needs and evolving market conditions, the need is to ensure that the sales team is on top of its game whenever needed ….. which is every single day!
Sales people across domains struggle to meet targets, because they have not got any formal or structured induction into sales. Companies that hire them only focus on product training and then throw them in the deep-end to learn the fundamentals of selling on their own. These people never learn the right way to sell and best sales practices and remain mediocre performers through most of their career.
Sales is also the biggest opportunity provider for new entrants into the job market. All those not trained or educated in any specific discipline, apply for sales jobs as it is just their personal skills that are required to enter the sales stream. But the opportunities get a bit limited, as being a fresher, convincing someone about their capabilities becomes a little difficult as the prospective employer prefers people with some knowledge and experience so that they can get productive at the earliest. Some prior sales training and education on best sales practices would enable the candidate to sound a lot more confident and give the employer the confidence of quick results, thereby improving chances of getting a sales job quickly.

Enterprises:

Many organizations require to recruit and maintain large sales teams, since it requires face-to-face convincing to sell their product. Typical are Banks for their retail products, Insurance companies, Pest Control, Facilities Management and Real Estate Developers. These are just the obvious ones. There are many more. Whatever marketing cover they provide is only to generate interest and pull enquiries. But actual conviction about what they offer is done by the sales team. In fact, the sales teams are also expected to generate their own set of leads through cold-calling.
Challenge:
With the average experience in such sales teams being between zero and 1.5-2 years, the real challenges are
•    Containing employee attrition
•    Increasing productivity
These organizations see a high turnover of sales people, with an average tenure of 6 months to a year and productivity of around just 40-50% of the expected sales turnover per person.
Reasons:
•    Lack of experience
•    Not knowing what to say in the first 10 secs to get the next two minutes to talk about the product
•    Inability to map the product or service to prospective customer needs
•    No knowledge of how to keep the prospect engaged during the decision-making process
•    High pressure, due to the above, leading to quick employee exits
With his vast experience in sales and managing large sales teams across geographies and from diverse backgrounds, Srikanth provides valuable insights into selling techniques and customer behaviour through his sales training programs which are more contextual, with focus on everyday challenges than trying to lecture on ‘how-to-sell’.

Individuals:

There is a huge army of sales people out there struggling to meet targets and get jobs, only because they have not been provided the right inputs.
Srikanth conducts regular sales training programs for such individuals that will cover the entire sales cycle, including:
•    Cold-calling
•    Lead generation
•    Lead nurturing
•    Negotiations
•    Order Closing … etc.
These could be a one full-day program or spread over two days, depending on the extent that needs to be covered for the individual.

Education Institutes:

Institutions build their reputation on the success rate of their placements. This means, the more number of students getting gainfully employed immediately after passing out, the bigger the reason for new students to enroll for the next academic session.
Whilst colleges focus on how to take interviews and project oneself to prospective employers, very few actually offer inputs on how to handle job-specific questions. With sales being the biggest employment provider, getting the passing-out students familiar with the various aspects of sales, how to handle sale related questions and what best sales practices to follow, would mean far higher chances of employment and also lower time to start producing results.
This will mean double advantage to the institute, as future students would find the placement rate very attractive and the prospective employers would also frequent the institute for campus recruitment more often due to the high quality of recruits.
Nodiva conducts comprehensive sales training programs for students who are on the verge of passing out or even those that have recently passed out and are still struggling to find a suitable job. The focus will be on:
•    Why sales is a good career option
•    Basics of selling and best sales practices
•    How to get quickly effective in their sales job