Good sales training can have a big impact on results. Giving the members of your sales team the tools and techniques they need to build customer relationships and close deals, targeted training can make a difference to the quality of your employees’ performance and your bottom line.
So, what makes good retail sales training and what methods should be avoided?
Where possible, salespeople should be fully immersed in their training using experiential learning techniques. This hands-on approach uses role plays and simulations to foster self-awareness and empathy and allow participants to practice the skills they’ve learned in a safe and controlled environment.
Even within the world of retail sales, there’s a lot of variation between businesses. This means that different companies often need different things from a training course in order for their sales team to be successful.
All good quality retail sales training should be customisable. Adapting the course to meet the specific needs of the business taking part will ensure all techniques covered are relevant and will help keep participants fully engaged throughout the session.
The best professional training courses utilise technology to enhance the experience for participants and improve outcomes. For example, high-quality camera equipment can be used to film role plays and simulations. They can then be played back to participants, giving them the opportunity to analyse their performance and receive expert feedback on their approach.
By its nature, sales is a very customer-focused area of business. So, it makes sense that retail sales training is customer-centric. Courses should equip participants with skills that are practical and relevant to their sector. For example, courses could teach objection handling, mirroring and active listening. Participants will then be able to apply these skills as soon as they return to the office.
Feedback is an essential part of any good retail sales training. After a simulation or roleplay, instructors can explain to participants where they could adapt their approach or try a different technique. Not only does this help to hone sales skills, it also helps to build self-awareness and understanding.
A lot of training courses overload participants with too much information. This can make it hard to remember ideas and could cause individuals to zone out or become disinterested.
While some people may enjoy theoretical learning, most of us absorb information more effectively when we get to put newly learned skills into practice. Taking things out of the classroom and getting participants to do role plays and simulations can significantly improve skill retention and understanding.
All businesses – and all employees – are different. Companies that offer a ‘one size fits all’ training approach ignore the individual needs of the organisation they’re working with and the different learning styles of the people they’re training.
High employee engagement can drive sales and boost profits. Retail sales training that overlooks the importance of employee engagement could fail to inspire participants and may not produce significant results.
To learn more about the dos and don’ts of retail sales training and find out about the opportunities we offer, get in touch with a member of our team today.
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