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30 Sales Training Programs and Techniques to Supercharge Performance in 2024

Sales training is an important part of any business. It can help employees learn new techniques, improve their performance, and even feel more confident. In order to stay ahead of the competition, it is crucial to invest in sales training programs that will help your team succeed. 

In this post, we will discuss the different types of sales training programs available, such as sales role-play, and why they are important for your business. We also provide a few tips on how to make the most of your sales training.

What Is Sales Training?

Sales training is a process that helps salespeople learn the necessary skills to sell products or services to customers. This type of training can be provided by an employer, through online courses, or at physical locations.

In order to be effective, sales training must cover a wide range of topics, including product knowledge, customer service, communication, and negotiation. By teaching salespeople these essential skills, businesses will likely see an increase in sales and customer satisfaction.

Why Is Sales Training Important? 

Sales training can help your sales team understand your product inside and out, feel confident in any sales scenario, close knowledge gaps, and create a consistent and measurable approach to your sales process. Most importantly, however, it has a huge ROI.

Still on the fence? Check out these quick sales statistics that showcase the benefits of training your sales team:

• Ongoing training results in 50% more net sales per representative. 
• Businesses that train their salespeople sell 57% more effectively than their competition. 
• 65% of salespeople believe quality training helps improve their engagement. 
• Every single dollar invested in sales training can generate as much as $4.53 in value. That’s an ROI of 353%!

Types of Sales Training Programs

There are all kinds of different sales programs that can be generally broken down into four categories: customer journey, mindset, communication, and product knowledge.

• Customer journey training programs will focus on helping your sales team identify customers’ pain points, build robust sales funnels, and qualify leads in order to ensure they’re targeting the right market.
• Mindset sales training programs aim to instill the right attitude in your team members by helping them embrace rejection, build confidence, and stay motivated throughout the sales process.
• Communication sales training programs will equip your team with the skills they need to present their products or services confidently, close deals effectively, and actively listen to customers’ needs.
• Product knowledge sales training programs will ensure that your team is up to date on all the latest features and benefits of your products or services, and can answer any questions potential customers may have.

Sales Training Courses for Beginners

Sales training can be as easy or as difficult as required, but if you’re considering your team’s first-ever training courses, you should look at some of the programs listed below.

1. Introduction to Sales

This course offers 31 tutorials to help aspiring salespeople develop essential skills. Using real-world examples and script outlines, sales reps will learn the best way to navigate common sales situations. By the end of the course, salespeople should know how to identify their ideal customers, put together product demonstrations, and close more deals. 

• Who It’s By: David Brownlee via GoSkills 
• Location: Online 
• Course Length: Estimated 15h 30m for all materials
• Course Focus: General sales skills 
• Price: $29 per month, includes full suite of GoSkills courses
• Best For: Beginner salespeople

Pros	Cons
The course offers extensive skill-building tutorials for beginners. Real-world examples and script outlines provide ample sales role-playing opportunities.  Online availability makes it easy to work at your own pace.	Monthly fees rather than a lump sum may not be appealing to some.

2. The Art of Sales: Mastering the Selling Process Specialization

More than anything, beginners need to learn the fundamentals. 

The Art of Sales Specialization is a program geared toward entry-level salespeople, offering a range of courses covering the fundamentals that every good salesperson needs to know, from prospecting to pitching to closing deals. 

• Who It’s By: Northwestern University via Coursera 
• Location: Online
• Course Length: Six months
• Course Focus: General sales skills
• Price: $399 per year, includes other programs offered on Coursera Plus
• Best For: Beginner salespeople

Pros	Cons
The Art of Sales is a highly regarded course among sales professionals. Coursera Plus has an extensive library of helpful courses.	Six months can be too long a time frame for some salespeople.

3. Value Based Selling

Sometimes salespeople need to think outside of the box. Mercuri Global’s Value Based Selling program offers just that. 

The program looks at a different type of sales methodology. Rather than focusing on a specific product, this methodology teaches salespeople how to sell value. 

• Who It’s By: Mercuri Global
• Location: Online 
• Course Length: 11 hours
• Course Focus: Value-based selling methodology
• Price: Information upon request
• Best For: Salespeople of all levels

Pros	Cons
The course diverges from traditional sales methodologies, making it great for salespeople looking for new approaches. This course teaches practices that can be applied to a wide range of industries.	The course is short compared to similar offerings.

4. The Science of Selling

Understanding how the brain forms relationships and makes decisions can be a huge advantage in the sales industry.  

David Hoffeld’s teachings are a deep dive into the science of sales. The program’s 20 courses cover everything from the psychology of selling to the art of negotiation. And it’s all based on science. 

• Who It’s By: Hoffeld Group
• Location: Online
• Course Length: 20 courses 
• Course Focus: Using science in sales
• Price: Information upon request
• Best For: Salespeople of all levels 

Pros	Cons
Sales methodology in this course is backed by science. It provides a deep understanding of customer behaviors.	This sales methodology may not apply to all industries.

5. Mailshake Cold Email Academy

If you’re just getting into sales, you may have sent an email or two, but did you know there are entire methodologies built around maximizing open rates and writing emails that convert? 

Mailshake’s Cold Email Academy teaches salespeople how to improve open rates, manage lists, write compelling emails, and even re-engage prospects you may have thought were lost forever. It’s a must for anyone starting in sales. 

• Who It’s By: Mailshake
• Location: Online
• Course Length: 19 videos
• Course Focus: Cold emails
• Price: Information upon request
• Best For: Online salespeople 

Pros	Cons
Mailshake is a leader in email outreach services.  The academy teaches salespeople how to master cold email strategies.	Cold emailing may not be an effective strategy for all businesses.

Want to learn how to overcome common cold email obstacles and perfect your cold email game? Check out our Cold Email Academy video series for all the answers you’re looking for and more. 

Sales Rep Training Programs

If you’re looking for courses specifically for sales representatives, you may find a good fit in one of the following programs. 

6. Hoffman Training

Sales reps of all levels need a solid road map from the beginning of the deal to the end. Hoffman Training offers just that in three primary courses: start the deal, work the deal, and close the deal. 

As you might expect, each course covers a different stage of the deal process. Completing the three courses will give salespeople a range of skills covering everything from cold email outreach to locking down sales calls and closing deals. 

• Who It’s By: Hoffman
• Location: Online
• Course Length: 8+ hours
• Course Focus: Stages of a deal
• Price: $195-$995
• Best For: Sales representatives 

Pros	Cons
The courses cover every stage of a deal, leaving no stone left unturned.  Hoffman offers routine free training sessions.	Enterprise-level membership to Hoffman’s suite of courses can be expensive, at $995 per person.

7. The IMPACT Selling Seminar

Sometimes your salespeople need a quick high-intensity crash course covering just what is needed to sell well. 

The Brooks Group’s IMPACT Selling Seminar is a 12-hour program with a no-frills, straightforward approach to sales that helps teams boost win rates, retention, and communication. 

• Who It’s By: The Brooks Group 
• Location: Online with virtual instructor or in person
• Course Length: 12 hours
• Course Focus: The sales process
• Price: Information upon request
• Best For: Sales teams 

Pros	Cons
Online or in-person instruction offers a flexibility that can appeal to a wide range of businesses.  The seminar cuts through a lot of the noise in the industry and targets the most important lessons salespeople need to know.	This seminar is specifically geared toward teams, making it a little more difficult for individuals.

8. Foundations of Consultative Selling

If you’re looking for a program that is built around your unique needs, this one may be for you. 

RAIN Group offers bespoke sales training solutions for teams of varying skill levels. 

Instead of a single curriculum, RAIN Group creates a program filled with specialized content to help your team achieve their sales goals and close skill gaps. 

• Who It’s By: RAIN Group
• Location: Online with virtual instructor or in person
• Course Length: Varies
• Course Focus: Building the foundations of sales skills
• Price: Information upon request
• Best For: Sales teams

Pros	Cons
RAIN Group’s bespoke solutions can help teams of all skill levels with a customized curriculum.  Virtual or in-person instruction makes the course appealing to both remote and in-office salespeople.	The program is geared more toward corporate clients, and may not fit the needs of small teams or individuals.

9. Sales Acceleration Series

Your salespeople need to be able to perform in any situation. The Sales Acceleration Series offers a plug-and-play collection of essential sales courses that help both sellers and managers hone their craft in high-pressure situations. 

Modules cover everything from conducting demos to upselling using impact maps, simulations, and assessments to ensure the training sticks. 

• Who It’s By: Advantage and BTS
• Location: Online and in-person experiences
• Course Length: Six months
• Course Focus: Improvement of sales skills
• Price: Information upon request
• Best For: Sales teams and managers 

Pros	Cons
This series appeals to both sales teams and managers alike.  It offers a wide range of modules that can meet the needs of salespeople in a variety of industries.	Six months may be too inconvenient for some sales teams.

10. Ignite Your Sales Process

This program can help sales representatives increase sales forecast accuracy and time to close by giving reps the tools they need to define sales stages and milestones within the sales process. 

• Who It’s By: Ignite Selling 
• Location: Virtual training events or in-person gatherings
• Course Length: Varies
• Course Focus: The sales process
• Price: Information upon request
• Best For: Sales representatives and teams

Pros	Cons
Ignite offers flexible training options with in-person and virtual events.  The program provides sales representatives with a wide range of tools to fully understand the sales process.	The scope of the program is limited to the sales process, which may not address skill gaps for every sales team.

Sales Management Training Programs

If you’re a sales manager, you know that it’s your job to support and guide your team to success. In order to do that effectively, you need to be up to date on the latest sales strategies and trends. 

Fortunately, plenty of training programs are designed specifically for sales managers.

11. High-Impact Sales Management Training

Sales managers often receive general manager training with little sales-specific training, resulting in a manager who’s able to lead but not coach. 

The High-Impact Sales Management program gives B2B sales managers the framework and tools they need to coach their teams effectively. The program covers sales coaching, managing performance, understanding pipelines and forecasts, introductory sales leadership, and interview training. 

• Who It’s By: Sales Readiness Group 
• Location: Online, in person, or hybrid 
• Course Length: Two days on-site or seven two-hour virtual sessions
• Course Focus: Sales management for B2B companies
• Price: Information upon request
• Best For: New and experienced sales managers 

Pros	Cons
The training program allows managers to receive lessons online, in person, or through a hybrid work environment. The program can be completed in a relatively short amount of time.	The training focuses primarily on B2B sales managers, and may not address some of the needs of B2C businesses.

12. Catalyst™ Certification

You may have some great managers on your team, but even the best of the best have skill gaps to fill. 

The Catalyst™ Certification program is broken down into three phases, beginning with assessing managers’ skill gaps, transforming managers into leaders, and then providing a sales certification that will ensure your leaders are well-equipped to transform their teams.

• Who It’s By: ASLAN
• Location: Online
• Course Length: Two days
• Course Focus: Closing managerial skill gaps
• Price: Information upon request
• Best For: New and experienced sales managers 

Pros	Cons
The program is great for both new and experienced managers. The program works with a number of high-level organizations and has received excellent reviews.	The certification may not be recognized or carry much value for all firms.

13. Sales Management 101 Boot Camp

Managers are the glue that holds a sales team together. 

Factor 8 offers tactical training geared toward new managers and experienced managers eyeing director or VP positions. This boot camp provides organized and customized training with real-world applications, and will help your managers become masters of their field. 

• Who It’s By: Factor 8 
• Location: Online
• Course Length: Six weeks
• Course Focus: Leadership skills 
• Price: $799 per participant 
• Best For: Sales team managers 

Pros	Cons
The boot camp offers networking sessions, which could be hugely beneficial to individual salespeople and companies alike. The six-week program tackles everything a sales manager needs to succeed.	The boot camp is limited to online courses, which may be difficult to complete for some learners.

14. Sales Management Training

There are many skills managers need in their repertoire, including recruiting, communicating, evaluating, and leading. Not only does the Sandler Sales Management Training program teach the “when,” “what,” and “why” of sales management, but it also teaches the “how,” using active skills training exercises and skills application specific to your goals. 

• Who It’s By: Sandler
• Location: Online
• Course Length: 19 modules
• Course Focus: Sales management best practices 
• Price: Information upon request
• Best For: Leadership development 

Pros	Cons
Sandler allows potential students to audit a class for free. Sandler provides an entire team to help managers develop leadership skills.	Some online reviews suggest that the course material seems repetitive.

15. High Impact Learning Systems®: The Advantage Way

Even trainers need training every now and then in order to keep up with new trends and optimize their team. 

The High Impact Learning Systems® certification program is geared toward training the managers who will train your sales team. Building a better training program is a great way to ensure all your salespeople have the skills they need to close deals. 

• Who It’s By: Advantage Performance Group
• Location: Online
• Course Length: 9 hours of virtual sessions and training modules
• Course Focus: Training in-house trainers
• Price: $1,900
• Best For: Managers and in-house trainers

Pros	Cons
Advantage’s program is geared primarily toward giving managers and trainers the tools they need to teach entire teams essential sales skills. The program includes a one-on-one coaching session, which can be valuable in addressing specific skill gaps.	The program is expensive, especially considering its limited length.

Best B2B Sales Training Programs 

The following sales training programs are all excellent choices for B2B salespeople.

16. B2B Phone Skills Improvement Program

The SalesBuzz B2B Phone Skills Program helps salespeople master the art of cold calling with confidence. This eight-course offering walks salespeople through the process step-by-step, from the opening value statement to follow-up calls and referrals. The program also covers things like how to qualify leads, get around gatekeepers, and manage time effectively. 

• Who It’s By: SalesBuzz
• Location: Online
• Course Length: 8 hours (approximately) 
• Course Focus: B2B phone skills
• Price: Information upon request
• Best For: B2B phone salespeople

Pros	Cons
The eight-course program appeals to both experienced and inexperienced salespeople. The program will teach your team how to write effective scripts that can be used to standardize the entire sales process.	The program focuses primarily on phone sales, so it may not be a good fit for every organization.

17. Driving to Close

Ever wish you had a direct line to a master of sales? 

A subscription to John Barrows’ sales training suite not only gives you access to a range of courses, including the Driving to Close course, which focuses on closing B2B sales deals, but it also gives you access to an exclusive Slack channel where you can communicate with both John Barrows and other salespeople in the B2B realm.

• Who It’s By: John Barrows 
• Location: Online
• Course Length: Varies
• Course Focus: B2B sales closing 
• Price: $365 per year for access to a suite of John Barrows courses 
• Best For: B2B salespeople 

Pros	Cons
The exclusive Slack channel can provide some valuable insights from both John Barrows himself and other companies in the B2B sales industry. The subscription includes access to a wide range of other materials, training, and webinars.	The $365 price tag might be too steep if you’re only looking to utilize a specific resource.

18. SPIN Selling

If you’re looking for intensive training in a classroom environment, this program might be just what the doctor ordered. 

The Huthwaite SPIN Selling program is an in-person expert-led course focusing on genuine skill development without the distractions of online learning. 

• Who It’s By: Huthwaite
• Location: London, England 
• Course Length: Two days
• Course Focus: Immersive in-person training 
• Price: £1,450 (approximately $1,628 USD) 
• Best For: Customer-facing sales roles

Pros	Cons
The program is immersive, allowing salespeople to tackle a variety of complex sales strategies quickly.  In-person programs provide a unique opportunity to network with other participants.	SPIN Selling is offered only in a select few cities, and attending the seminars may prove difficult for some businesses.

19. Enterprise Selling

Large enterprise organizations have unique needs that may not be met by some of the other programs on this list. That’s where Sandler’s Enterprise Selling sales course comes in. 

The program is geared toward helping CROs, CLOs, and SVPs of Sales and Sales Enablement build a formula for repeatable success.

• Who It’s By: Sandler
• Location: Online
• Course Length: 12 modules
• Course Focus: Selling B2B products and business development services
• Price: Information upon request
• Best For: Enterprise sales professionals

Pros	Cons
Enterprise Selling helps sales professionals tackle more complex selling environments in the B2B realm. The program gives companies a quantifiable enterprise selling system that can be deployed, measured, and scaled.	The course focuses on enterprise sales and is not suited for all salespeople.

20. Strategic Social Selling

Building a network is a core skill that is often overlooked in the sales industry. 

Best-selling author and keynote speaker Tony Hughes offers a range of immersive sales training courses, but the Strategic Social Selling course is a top choice, especially among B2B salespeople. 

It focuses on leveraging social platforms to create a long-lasting and extensive network of opportunities.

• Who It’s By: Tony Hughes via RSVP Selling
• Location: In person, venue hire is buyer’s responsibility  
• Course Length: One day
• Course Focus: Social sales 
• Price: $2,595 for one day (additional costs may apply) 
• Best For: B2B sales teams 

Pros	Cons
Tony Hughes is a highly regarded leader in the sales field.  The Strategic Social Selling course focuses on a specific strategy that could help your team think outside the box.	Costs can add up when you consider travel, venue hire, and the program’s fees.

Best Inbound Sales Training Programs 

If you’re looking for sales training specifically for inbound sales teams, the following programs are all excellent choices.

21. HubSpot Academy’s Inbound Sales Course

Does your sales team have three hours and need a crash course on inbound sales?

HubSpot Academy’s Inbound Sales course offers in-depth training on identifying customers and engaging with them in a way that will achieve results. 

The course also covers how to run sales calls with confidence and create presentations that convert. And the best part is, it’s free! 

• Who It’s By: HubSpot Academy
• Location: Online
• Course Length: 3 hours
• Course Focus: Inbound sales
• Price: Free
• Best For: New or inexperienced inbound salespeople

Pros	Cons
The course is offered for free.  It is a quick crash course that salespeople can jump into easily and without a huge time commitment.	Experienced salespeople may find the course fairly limited.

22. Inbound Sales Excellence™

The buyer’s journey is always evolving, and salespeople need to stay on top of it. 

Wilson Learning’s Inbound Sales Excellence™ program offers state-of-the-art learning services geared toward fulfilling the unique needs of every organization. 

The program focuses specifically on improving the effectiveness of call center sales initiatives by improving communication, helping salespeople establish credibility with customers, and closing sales. 

• Who It’s By: Wilson Learning
• Location: Online and in person, with offices in North America, South America, and Asia
• Course Length: Customizable 
• Course Focus: Call center sales effectiveness
• Price: Varies
• Best For: Call center sales teams 

Pros	Cons
Wilson Learning has a globally recognized portfolio of proprietary solutions. Courses are customizable, allowing trainers to identify and help close sales skill gaps.	The course does not have an online option.

23. Sales Training: Inbound Business Strategy

Inbound sales requires strong marketing and sales alignment. The HubSpot-backed Sales Training: Inbound Business Strategy program offers 34 courses spread across 12 hours of learning time covering exactly that. 

The program, geared toward inbound salespeople and sales enablement leaders, is a masterclass on how to improve communication and coordination between marketing and sales teams – something that can save your business a lot of money down the line!  

• Who It’s By: Kyle Jepson via Coursera
• Location: Online
• Course Length: 12 hours
• Course Focus: Inbound strategy and marketing and sales alignment 
• Price: $399 per year, includes other programs offered on Coursera Plus
• Best For: Inbound salespeople and sales enablement leaders 

Pros	Cons
The program provides learners with the option of auditing a course for free. Coursera Plus’ training library is extensive.	The $399 Coursera Plus membership fee may be steep for those who do not want to pursue other courses.

24. Inbound Sales Training Strategies

If you’re just getting started on your inbound sales strategy or in the process of a complete overhaul, the Black & Orange Inbound Sales Strategies program is a must.

This program covers the inbound sales process from top to bottom. It begins by teaching salespeople how to develop a deep understanding of their buyer persona and ends with teaching teams how to report data effectively. 

• Who It’s By: Black & Orange 
• Location: Online 
• Course Length: Customizable 
• Course Focus: Inbound sales processes
• Price: Varies
• Best For: Inbound sales and marketing teams

Pros	Cons
The courses are customizable, allowing salespeople to learn exactly what they need to learn with a schedule that suits their needs.  Accessible training content helps lower the learning curve.	Online-only training is not for every type of learner.

25. Step-by-Step: 100% Data Backed Inbound Marketing Strategy

There is no one-size-fits-all solution to sales training, and that’s why it’s important to pick a flexible program. 

The Step-by-Step: 100% Data Backed Inbound Marketing Strategy boot camp by Mark Espanol adapts to your unique needs. 

It’s a great way to help your sales team better understand the “hows” and “whys” involved in securing qualified leads and how they can use that information to close more deals.

• Who It’s By: Mark Espanol via Udemy 
• Location: Online 
• Course Length: 9 hours (approximately) 
• Course Focus: Data-backed inbound marketing strategies
• Price: $69.99
• Best For: Inbound marketers and sales representatives 

Pros	Cons
Inbound marketing insights may be able to help your sales team understand processes better and use that insight to close more deals.  The course clocks in at just $69.99, making it accessible for all types of businesses.	The course is not specifically geared toward salespeople, and may not fit the needs of all businesses.

Best Outbound Sales Training Programs 

Outbound sales teams have different training needs than inbound sales teams, so choosing a program specifically designed for outbound selling is important. 

The following programs are all excellent choices for outbound sales training.

26. Telegence™

Salespeople need to know how to do more than just read a script.

That’s why ASLAN’s Telegence™ program made it on this list. The program maps back to 18 unique competencies to teach sales reps how to sell over the phone and work past the extra distance of not being face-to-face. 

By the end of this program, your salespeople will know how to prospect effectively and engage potential customers without using dated manipulation tactics. 

• Who It’s By: ASLANslan
• Location: Virtual instruction or in-person classroom training
• Course Length: Two days
• Course Focus: Prospecting and engaging potential customers
• Price:Information upon request
• Best For: Outbound sales teams 

Pros	Cons
ASLAN offers both in-person classroom training and virtual instruction, which can give businesses extra flexibility in their sales training initiatives.  The program focuses primarily on prospecting and engaging potential customers rather than teaching general skills your team may already have.	The course is primarily geared toward cold calling sales teams, so other outbound salespeople may not find it valuable.

27. Outbound Sales Development

Every business needs predictable revenue…

And Predictable Revenue will help your business achieve that with its Outbound Sales Development program. The program will help you build your sales team, test your sales messaging, and hone your sales strategy with real-time reporting, coaching, role-playing, and performance analytics.

• Who It’s By: Predictable Revenue
• Location: In-person and online correspondence
• Course Length: Varies
• Course Focus: Building a sales team and strategy
• Price: Information upon request
• Best For: Outbound sales management 

Pros	Cons
This program is especially helpful for outbound sales management, teaching participants how to standardize sales conversions. Great for early-stage companies that are still working out their sales blueprints.	The program falls short at mid-market and enterprise-level sales teams.

28. B2B SaaS Outbound Sales

Whether you’ve been charged with setting up an outbound strategy or you’re simply looking to supercharge your sales skills, SaaSCollective’s Outbound Sales course can help you build a strategy for success.

The one-day course will teach salespeople and leaders how to set up an outbound strategy, fine-tune their outreach cadence, and even how strategy should be adjusted based on geography.

• Who It’s By: SaaSCollective 
• Location: In person
• Course Length: One day
• Course Focus: B2B SaaS outbound sales strategies
• Price: Information upon request
• Best For: SaaS salespeople and managers

Pros	Cons
SaaSCollective’s program provides unique insights into how outbound sales practices differ across regions.  The course offers roleplaying opportunities to fine-tune outbound sales pitches.	The content is primarily focused on SaaS businesses, and some lessons may not apply to other industries.

29. The 10 Commandments For Cold Calling Success

If you don’t have a lot of time or a big budget, the 10 Commandments For Cold Calling Success is a great program for outbound salespeople. 

This 30-minute course breaks down the “10 commandments” for cold calling, including the mindsets, strategies, and basic techniques your team needs to succeed.

• Who It’s By: Big Time Closer via Udemy 
• Location: Online
• Course Length: 30 minutes
• Course Focus: Cold calling strategies
• Price: $24.99 
• Best For: Outbound salespeople

Pros	Cons
The 10 Commandments is a rapid-fire look into every aspect of cold calling.  The low price is accessible for both individuals and corporate outbound sales teams.	The course is short and fairly broad. It may leave students looking for more information about specifics.

30. The Cold Email Masterclass

If you’re in the outbound sales industry, cold email skills are an absolute necessity. And Mailshake’s Masterclass is, well, a masterclass in the specialization.

This class will teach salespeople how to use cold emails to boost sales effectively, breaking down everything salespeople need to know about cold emails, including how to write compelling subject lines, expedite sales outreach, follow up effectively, and scale through optimization.

• Who It’s By: Mailshake
• Location: Online 
• Course Length: Eight lessons
• Course Focus: Cold email outreach
• Price: Free
• Best For: Outbound salespeople 

Pros	Cons
Mailshake is an industry leader in cold email outreach. The Masterclass is accessible for all skill levels. This is a free resource.	The Masterclass focuses primarily on cold email strategies, and may not be as helpful for other areas of outbound sales.

Sales Training Techniques All Top Sales Managers Need To Know

Sales training is the foundation of every successful sales team. That’s why it’s important to have a process and curriculum in place to develop your salespeople. But what techniques should you use? 

Consider using some of the following essential sales training techniques to help your team close more deals.

Learn by doing

There’s no substitute for field training. Give your salespeople the opportunity to shadow more experienced reps and get real-world experience. 

Embrace your wins

Celebrating your successes as a team is important. Share success stories and create a positive environment that motivates everyone to do their best. 

Use worthwhile incentives 

Incentives are a great way to motivate your sales team. If you offer big bonuses or commission structures, your reps will be motivated to close more deals. 

Provide refreshers

Sales training shouldn’t be a one-time event. Ongoing training and support can keep your team sharp. 

Communicate with other departments

Sales enablement is critical for success. Make sure you’re working closely with other departments, such as marketing and customer service, to ensure everyone is on the same page. 

Role-play

Role-playing is a great way to prepare for sales calls. By simulating real-life scenarios, you can help your reps be better prepared for anything that comes up. 

Try micro training

Microlearning is an effective way to deliver sales training. By breaking down information into digestible chunks, your team can retain more of what they learn.

Leverage your veteran team members 

Mentors can be a great resource for new sales reps. By pairing veteran salespeople with newer reps, you can help them learn the ropes and avoid making common mistakes. 

Be constructive with your criticism 

It’s important to give corrective and positive feedback. Help your team members learn from their mistakes while also celebrating their successes.

How To Measure Sales Training Success

Sales training programs are a great way to improve the skills of your team, but how can you be sure that they’re actually effective? 

There are a few different ways to measure sales training success. One of the most common methods is the Kirkpatrick Model, which has four levels:

Level 1: Reaction

This level measures how participants react to the training. Did they enjoy it? Were they engaged? Did they find it helpful? Getting feedback at this stage can help you improve the content and delivery of future training programs.

Level 2: Learning

This level assesses whether participants actually learned the material presented in the training. This can be done through quizzes, tests, or other assessments. If participants aren’t able to demonstrate what they’ve learned, the training likely wasn’t effective.

Level 3: Behavior

This level looks at whether participants are using what they learned in the training in their day-to-day work. This can be done through observations, interviews, or surveys. If you see that participants aren’t using the knowledge and skills they learned in the training, you can then take steps to address the issue.

Level 4: Results

This level measures the impact of the training on your business goals. Did sales increase? Did customer satisfaction improve? Did costs decrease? By looking at results, you can get a clear picture of whether your sales training program is truly effective.

The Kirkpatrick Model is a helpful way of measuring the success of sales training programs. By using this method, businesses can ensure that their sales training is having the desired effect and positively impacting their bottom line.

When it comes to sales training, it’s important to set clear goals and objectives. Doing so will help you determine whether your sales training program is truly successful. Without measurable goals, it will be difficult to tell if your sales training is making a difference.

Sales Training Program FAQs

Sales training is a complex topic. Here are some frequently asked questions about sales training.

What Should a Sales Training Program Include?

A successful sales training program should focus on teaching salespeople how to address their customers’ needs. It should also cover essential topics like product knowledge, the sales process, and objection handling.

How Can I Develop a Successful Sales Training Program?

Developing a successful sales training program requires clearly defined goals and objectives and a curriculum that is aligned with your company’s sales process. Conduct regular assessments to gauge the effectiveness of the program so you can make adjustments along the way.

How can I Improve My Sales Skills?

The fastest way to improve sales skills is to study successful salespeople and learn from their techniques, and then put those skills to the test. Role-playing is a particularly effective method of practicing sales skills, though nothing can compare to the real thing.

What Are Some Common Mistakes Made in Sales?

Two common mistakes many salespeople make are not knowing their product well enough and talking too much. Product knowledge should be a top priority for sales training programs, and a little active listening training can go a long way in helping salespeople make potential customers feel at ease.

Invigorate Your Sales Team With Training That Works 

Sales training is a great way to set your sales team up for success. It has a high return on investment and can help retention, build confidence, and increase morale. 

Picking a sales training program can be tough, but hopefully this list made your decision a little easier. Remember that no matter what your industry may be, cold emailing can help improve sales. 

Check out the Mailshake Cold Email Academy to learn more about how to set up a winning cold email strategy!