{"id":3397,"date":"2016-12-12T16:29:00","date_gmt":"2023-10-18T16:29:38","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3397"},"modified":"2024-01-12T20:55:07","modified_gmt":"2024-01-12T20:55:07","slug":"invest-in-training-sales-team","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/invest-in-training-sales-team\/","title":{"rendered":"Why Training Your Sales Team is an Investment Worth Making"},"content":{"rendered":"\n

*Unless otherwise noted, all statistics come from the 2016 Salesforce State of Sales Report<\/a>.<\/p>\n\n\n\n

How important is your sales department to the success of your business? Our guess: pretty important. But maybe that\u2019s because we didn\u2019t actually guess\u2014we asked you. And 89 per cent of top-performing sales professionals said that their empowerment has increased in the past five years\u20142.1 times the amount their underperforming colleagues cite. Are you willing to empower sales professionals who aren\u2019t properly trained? Probably not.<\/p>\n\n\n\n

Who needs formal sales training? Everyone. Even if your team is full of 20-year, top-performing veterans who live, breathe, eat, and sleep sales, training them is one of the most important investments you\u2019ll make for business success.<\/p>\n\n\n\n

You know those top reps we talked to? A full 80 per cent of them are great at training, too, compared to 51 per cent of average reps and 33 per cent of underperforming reps.<\/p>\n\n\n\n

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Reasons to Train<\/h3>\n\n\n\n

A vague idea that training equals success isn\u2019t enough of a reason to pull your reps off the floor to train them. Here are the real reasons.<\/p>\n\n\n\n

Your Business is Unique<\/h4>\n\n\n\n

Any fresh hires, no matter how experienced, need help learning the ropes at your organization. What are your goals, expectations, and procedures? How does your <\/i>team work together to streamline the sales funnel and offer the best customer experience? How do you <\/a>use<\/a> your CRM<\/a>?<\/p>\n\n\n\n

Some of your new hires may have worked in similar industries, but they\u2019ll still need to be brought up to speed on your products or services. While many of the basic principles are the same, selling vacuum cleaners is not the same as selling carpet cleaning services, and selling for Hoover isn\u2019t the same as selling for Dyson or iRobot.<\/p>\n\n\n\n

One of the top challenges sales teams face when it comes to customers is the expectation that a sales rep be a trusted advisor. How can customers trust a rep who doesn\u2019t know your business inside and out?<\/p>\n\n\n\n

Customers are Constantly Changing<\/p>\n\n\n\n

Customers drive business. In fact, six of the top eight goals for sales teams are directly related to customer relationships:<\/p>\n\n\n\n