5 Ways To Improve Sales Training Outcomes By Improving Motivation
Every business owner is constantly looking for new ways how to improve sales performance. This is only natural because a good business is the one that continues growing and evolving over time. Consequently, here are five ways to improve sales training outcomes by improving motivation.
#1 Provide Multiple Channels for Learning
The first thing you should do to improve your sales training outcomes is provide your employees with multiple channels for learning to ensure that everyone feels comfortable during the training. Having multiple learning channels is also important if you want to make sure that all of your employees understand the material and can apply their new knowledge correctly in action.
As a result of feeling comfortable in the learning environment you create, your employees will likely feel more motivated to put in the extra effort required to perfect their skills. This will, in turn, lead to an increase in your sales. In essence, these three elements—a good learning environment, higher sales, and increased motivation—benefit from each other and improve each other, just like they can influence each other negatively if they decrease.
Some people learn better by reading and simply repeating information they need to learn again and again. Some are visual learners, while others process information delivered through audio channels better than anything else. Some like self-studying with online resources, while others prefer a teacher in a classroom who explains everything. Keep all of this in mind when choosing the channels for learning for your trainees.
#2 Collect and Analyze Feedback
Speaking of paying attention to the needs of your employees, you should try to collect feedback regularly and then analyze it to identify the strong and weak points of your employees as well as the method of sales teaching you chose. Think about it as you would about your marketing campaign: You test, you experiment, you get results, you analyze results, you change something, your results improve.
The easiest way to collect feedback is by having regular surveys (but make sure not to do them too often because they might get annoying). That being said, you could also have face-to-face discussions with your employees to hear them out. The downside of surveys is that they might not be viewed seriously by your employees, but the downside of face-to-face discussions is that some people might be too shy to speak up.
When asking for feedback, make sure that you are phrasing your questions correctly and covering all the points you need to cover. For instance, asking “Do you consider the audiobook we use too ambiguous?” will give less accurate results than asking “What do you think about the audiobook we use?” Make sure that you cover both general and more detailed questions (e.g., about learning channels, materials you use, time spent for practice, etc.)
#3 Make Your Content Interesting and Specific
Though this might sound like something you would consider to be a given, many business owners often overlook the fact that their sales training is supposed to be interesting and specific. If your learning process is interesting, your employees will be more involved in it and will engage in discussions more often which leads to better learning outcomes. If you deliver specific instead of general knowledge, you will educate your employees better.
What you should remember is that lifting the morale of your team directly influences their motivation and the number of sales they make. Ensuring that they enjoy learning and understand all the information is necessary for the effectiveness of your sales training program.
The best way to ensure that all of your learning materials are as comprehensive as possible is to either purchase pre-made high-quality resources or create your own by hiring a professional writer with the help of a writing service review like Best Writers Online. This way, you will know that all the content your employees use throughout your sales training is up-to-date, interesting, specific, comprehensive and affordable.
#4 Track Your Progress
This tip is about tracking the progress of your employees as they progress through their sales training and eventually reach the end of the program and start making sales. Tracking your progress is necessary for several reasons that are connected to the earlier tip about getting feedback and to the next tip about celebrating achievements: if you know the progress of your employees, you can work better with both of these tactics.
Once you start tracking the progress of your employees, you will be able to assess their accomplishments much better. For example, if your employees completed a certain task faster than you expected, you will see which skills or knowledge they used that helped them achieve this and how you can test their abilities even more to help them develop these abilities.
At the same time, tracking progress at the training stage will prepare you for the process of tracking already on the sales stage. Knowing how many sales your employees make in a certain amount of time and how they come to such results is crucial for you to be able to plan out an effective and realistic strategy or plan of action.
#5 Celebrate Achievements
Last but not least, you will need to celebrate the achievements of your employees once they have even a small or insignificant accomplishment. This will not only motivate them to do even more and inspire them to work better, but it will also show them that you appreciate their work and value their efforts. Besides, celebrating achievements is not a difficult thing to do and can be done at a small cost.
For example, small achievements can be celebrated simply by gathering your team and publicly saying thank you to the person who excelled. But once you come to the stage where the training program is over and your employees start making real sales, you will need to think about new ways of motivating them with rewards. From extra vacation days to gift cards and discount codes, there are so many ways to do this.
In fact, you could even consider starting a referral or rewards program specifically for your employees. If they refer a friend, they can get a bonus from the sale they make to that friend. If they exceed their minimum sales number per a certain period, they get an additional bonus as a reward.
All in all, this article will definitely be of great help to everyone looking to improve sales performance. By following the advice in this guide and using tips provided here, you will be able to increase sales performance of your team through improving motivation.