Canada Association of Tourism Employees

Designing A Fashionable Gross sales Coaching Framework

Design a modern sales training framework

2020 has definitely changed everyone’s view of the way normal business processes work. Sales, which is a primary business operation for most companies, was one of the first to reorder itself. Why? Because face-to-face meetings were no longer an option.

Sales force rethought

Well, the sales force is not in the picture for the time being. Your sales reps might be ready to try it out, but your prospects might not be ready yet. The next best option is telesales. With this in mind, it is important to note that the etiquette of a sales representative is polarized compared to that of a telesales agent. Where body language and personal presence played a major role for field workers, speech modulation, speech intelligibility and remote presence are important.

Since telesales are practiced over VoIP and telephone, the biggest benefit for L&D involved in such training is that they can use the same tools to conduct relocatable training as well. You don’t really need a physical trainer to help your telesales agents understand the art of picking up the phone and making a call. What you actually need is a confident trainer with the ability to reach your learners through remote communication tools.

The best approach to telesales training?

Design a bespoke eLearning sales course that covers the topic in both theory and practice. In addition, the training must be unique to your offerings so that off-the-shelf training doesn’t work. Mix it up, use fact-based training with scenario re-enactment. Break the rest into a VILT section for one-on-one, first-hand interactions with a remote trainer. To exit the program, take a round of assessments.

Get creative with it and you will find that much can be planned and achieved.

Email marketing campaigns and direct lead-gen approach

Okay, writing isn’t for everyone. And to assume that your salespeople are effective written communicators as they are oral communicators is a gross misconception. Therefore, expecting all of your remote sales reps to send out crisp emails and direct contact with prospects is overkill. Writing requires theoretical and practical training at the same time. It is also very important to have an extensive library of sales emails as examples.

And thats just the beginning. The tone of voice, sentence, and order of emailing, learning about conversion tracking tools, studying corporate language, and much more all contribute to the success of your email campaigns.

How do you approach this training framework?

Design modules that cover the basics of sending email and meeting invitations. Add tips that emphasize the grammar, tonality, language, and conciseness of emails. Break down sections into microformats so as not to overwhelm your learners and include examples that outline the best outreach emails.

Also think of social learning here. Sharing the best emails within your learner group is the best way to promote peer-to-peer knowledge transfer.

Social media is in, right?

Facebook and LinkedIn are amazing social media platforms that are working towards helping more companies reach their potential customers with minimal effort and resources. Both platforms are working hard to simplify the process of identifying the right prospects. However, successfully using a platform for your employees to identify and introduce themselves to prospects via social media is a completely different game.

Why? Because people are far less likely to respond to sales professionals on social media than when they meet in person. And for sales professionals to get the right response, their profile needs to look interesting or have some value to the prospect – and getting your profile right isn’t easy.

In addition, certain lead generation tools within a social media platform, such as LinkedIn’s Sales Navigator or Facebook’s hyperpersonal advertising tool, cannot be used from the start. There is a learning curve associated with such tools that learners must overcome before they can successfully take full advantage of them.

How should you approach social media training?

The design of media-based training courses with screenshots and instruction videos on tool usage will work here. In addition, the training should be about how to target the right people online and present them with a good profile. It’s also important to train sales professionals how to take the right action when interacting with the right prospect. Social learning can work here too. Peers can teach others how to create the best social media profile that works.

The training itself has to go on

It is very important to understand that personal training is to be avoided. Where traditional training courses were once responsible for training sales professionals both in the field and in telesales, today eLearning and online training are the only options we have. It is important to move the training function online, just as the sales process itself is moved online.

eNyota Learning Inc.

We are a 14 year old company focused on delivering learning solutions to organizations worldwide. Our clients include corporate, training, education and e-learning companies in the US, UK, Europe, the Middle East and Australia.

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