A LOOK AT ONE OF THE BEST SALES TRAINING TOOLS – GAMIFICATION

A LOOK AT ONE OF THE BEST SALES TRAINING TOOLS – GAMIFICATION

Hello and welcome!  I’m Chris, “The Bulldog,” Collins, and I’m glad you stopped by.  Let me tell you a little about one of the best sales training tools available in the world today: gamification.  I’m sure you’ve been in a sales training seminar that didn’t work – we all have.  Some expert standing at the front of a darkened, nap-friendly room, droning on in front of a PowerPoint presentation – just picture it in your mind.  How many people are really paying attention?  How many are even awake?  How much of that seminar do you really think is going to help transform that business week, months or years down the line?  If your experiences have been like mine, the answer is: practically none.

Now picture that same room again, only each of those employees has a cell phone in front of him or her, and some silly little game like Candy Crush playing on it.  Now, how many are awake and paying attention to that game?  How many are totally engrossed, able to play for hours and hours, motivated, energized or even addicted?  Is it a coincidence?  Is there something about matching colored tiles that’s inherently more interesting and worthy of attention than sales techniques that could change their lives and increase their incomes?  Of course not.  It’s because game design principles work!

GAMIFICATION APPLIES GAME DESIGN PRINCIPLES TO BUSINESS

GOALS AND MILESTONES

The core principles of gamification are pretty straightforward and common sense.  Here at Chris Collins, Inc., we apply goals that are carefully designed to promote the real value-producing behaviors at your company, to give your employees long-term motivation, just like beating the game is the long-term goal in Candy Crush.  That goal might be weeks or months away though, so to keep people motivated from day to day, we apply milestones along the path toward those goals – just like progressing through individual levels and sets of levels is motivational in the short-term in a video game.  We provide visual feedback along the way toward and through those milestones to make it easy for employees to see their own progress, and how it compares to others’ and to the company’s expectations. This type of feedback also generates excitement and energy.

DIFFICULTY CURVE AND SOCIAL INTERACTION

To keep employees from getting overwhelmed at the start of the program, or bored as they begin to master it (just like a video game), our Bulldog Sales Trainers make sure to implement a nice, smooth difficulty curve, gradually ramping up the level of challenge in reaching milestones and goals. This is to keep people engaged month after month, year after year, and to keep their performance improving beyond your wildest dreams.  Social interaction is critical as well – Candy Crush achieves this by linking players’ performance to their friends over Facebook, but in a live sales team this can be infinitely more powerful.  We make sure that social interaction is tailored to your team’s dynamics and your business’s atmosphere – is it competitive or collaborative, or does it have elements of both?

REWARDS

Once all of that is in place, the final key is rewarding your “players” for achieving the goals and milestones you set out for them.  These rewards should be meaningful and powerfully motivational, and should never become boring or taken for granted.  One of the most powerful rewards in my experience is simple: cold, hard cash.  You can wave it around, you can count it out in front of the rest of the team; they can smell it and feel it, and it makes a real, immediate impact in their lives. It’s an effective reward whether it’s a $5 spiff for a low-paid coffee shop employee which could give them lunch money on a day they weren’t going to be able to afford it, or a $500 cash prize for a car sales associate who has his compatriots drooling and chomping at the bit.  Whether it’s cash, gift cards, merchandise, perks like better parking spaces or donations to a charity of the employee’s choice in their name, these rewards are vastly more powerful than the simple fanfare and flashing lights offered as a reward in a video game.

ARE YOU READY FOR THE BULLDOG?

And, of course, it isn’t just the gamification process … here at Chris Collins, Inc., we are also Top Dogs at teaching your sales team how to achieve those results.  If you’re ready, my gamification methods will make a huge impact on your business – my clients have experienced over $3.2 Million in year-over-year sales increases, and my record is $222,235 for a single month over the prior year!  What could you do with an extra couple hundred grand a month in profit?  Are you ready for Chris, “The Bulldog,” Collins to come turn your sales team into Top Dogs today?

THE WAYS TO PROMOTE TEAMWORK IN YOUR BUSINESS

THE WAYS TO PROMOTE TEAMWORK IN YOUR BUSINESS

Teamwork is now an integral part of any business workplace. Whether it’s a small business or a big one, there needs to be teamwork in order to get the job done. The benefits are huge as it can result in better workplace cohesion, higher productivity, and innovation and enhanced problem-solving.

With teamwork everyone has to work together in order to achieve whatever goal has been set. It’s really a collaborative effort with shared responsibility. Simply put the success of the one is based on the success of the many.

Promoting teamwork in the business workplace is essential for success. Many businesses have found that it can really drive the business forward and make it flexible, competitive and grow faster. That’s hardly surprising since teamwork enhances individual abilities and combines them with others to the best advantage.

If you want to promote or enhance the teamwork that’s already in place in your business there are a few things you need to do in order to make it work.

  •  Understand what teamwork is and the benefits that you will get from it. It all starts from this. If you don’t know what teamwork is and what it can do for you then there’s no way you will be able to spread this system to the rest of your business workplace.

As they say lead by example. If your employees see that you don’t even know or understand the concept of teamwork then they may not accept it or work with it. You need to show them that you are committed to making this work so they will also feel that they need to be as committed to it as you are.

  •  Share your vision to the rest of the workplace. Getting people to work together isn’t going to work if they don’t have a shared vision or goal to work for. If you don’t tell them what you want the business to achieve then they will be in the dark and confused as to what direction they need to go to or how they will play a part in all of this.

This also includes setting the goals that everyone will aspire to. If you do this everyone will be on the same playbook. This means everyone will have the same goal to go after. If the rest of your workplace doesn’t have a clue then they won’t have the motivation to work together since they don’t know for what purpose they need to work together for.

  •  Know what can impede teamwork. This means communicating with the workforce and determining what may derail the teamwork train. Are there any issues that can prevent people under you from working with one another?

If there are any grudges or animosity between your people it may cause a lot of in-fighting and confrontation that will disrupt the efficient running of your business. It is best to know these things so that you can plan what you need to do in order to alleviate the issues.

  •  Communication development. Getting people connected to one another is an important aspect to developing good teamwork. Without it many will be in the dark as to what is happening or what needs to be done.

With good communication, you will be able to exchange ideas that can solve problems that may come up. You can get inputs from other members that will not only create synergy and innovation but also help create a trust between each member.

  •  Trust building. Of course, teamwork won’t be effective if the members involved in the ‘team’ don’t trust one another. A way for you to encourage trust is to listen to their inputs and allow them to make suggestions.

Doing this will show them that they are an integral part of the ‘team.’ Another good way would be for you to recognize valuable contributions when necessary. If milestones are met then you should recognize it and let your people know.

This will give then satisfaction for a job well done. At the same time they will see that their hard work will be recognized and so it will motivate them, even more, to do a better job on the next project and so on.

You can also do social activities that promote camaraderie and closeness. This could be a workplace social party that will let everyone relax and share information about one another. It will also let each one know about the others. This will create a bond and thus make your people feel closer and tighter.

Have team building exercises. This doesn’t have to be on a daily basis but it should be regular. These exercises show members the importance of teamwork. At the same time it also creates the opportunity for members who participate in these types of exercises to bond resulting in more closeness and cohesiveness.

  •  Don’t micromanage. Doing so may sound like a good idea because you will always be in control of things but it can backfire and derail the teamwork. Micromanaging shows members that you don’t trust them and remember, trust is an important aspect of teamwork.

Delegate as much authority and work as you can. Remember, you have a team at your disposal. Letting each one work on a part of the whole will make the work go faster and more efficiently. At the same time, you show that you trust them because you are giving them more responsibility. It’s the whole shared responsibility idea.

You may also want to relax as well. Rules are there but they should be flexible. Often, a more relaxed and flexible atmosphere is better in fostering teamwork than a rigid one that has to follow everything by the book.

While you’re busy with promoting or developing teamwork in your workplace do be aware of the issues of that very system. While it does have its advantages, teamwork also has its disadvantages.

One of them is the free-rider effect. This is where some members simply lay back and wait for the rest of the members to finish the whole thing then get part of the credit for it. It can break down morale if others see that they get something for doing nothing. What will happen is that no one will do anything anymore after that thereby breaking down the whole teamwork concept.

Then there’s the conflict. Even if you think things are already ironed out – it isn’t. When egos come into play so will animosity. It can lead to a confrontation which can then disrupt the whole process. While a little conflict is to expected big ones and ones that go beyond trying to find solutions isn’t.

Then there’s the fact that not everyone is comfortable when working in teams. Some people are just not social and working as a team in a teamwork environment requires interaction. If that were the case then these people won’t be able to function well. This can be detrimental to the whole team effort.

Done right teamwork can be a big boon to any business entity. It can give results that can really make the difference between a loss and a win. The ways to promote teamwork can vary and you don’t have to do it all in one go.

Teamwork can’t be built in a day. It takes some time and patience until the results can be seen.

What’s your teamwork strategy in your business? Comment below.

THE IMPORTANCE OF THE TEAM AND TEAMWORK IN THE WORKPLACE

THE IMPORTANCE OF THE TEAM AND TEAMWORK IN THE WORKPLACE

Teamwork by definition means an action by a group of people that’s both efficient and effective in accomplishing goals and tasks. This is usually used in sports but it has also been used in the area where business is concerned.

It makes sense to use teamwork in business. After all, you do have the presence of a group of people that’s all tasked with achieving one goal – the survival and profitability of the business they are working in. If you have your own business then you need to consider the promotion of teamwork for your people so that you and your business can move forward and achieve the goals you’ve set for yourself.

Perhaps the epitome of teamwork is the different teams that comprise any business entity out there. Be it the sales team or the marketing team or the accounting team such groupings exist whether it be permanent or temporary – depending on the job they need to do.

  • Project teams are often teams that are put together for a specific project. This could be a project concerning the promotion of such and such product or the introduction of it. The people involved are often from different units within the business brought together for this one specific goal. Once the project is done they go back to their own respective teams or departments.
  • Interdependent teams often work together in order to achieve a certain goal. Because they are interdependent no one team can finish their own work without the other team finishing theirs. This is often the case wherein one team needs to do the design first before the fabrication team can make the actual product and so on.
  • Independent teams have their own specific goals in mind and work independently on their own to achieve them. While they may work with other teams they are not required to and can still finish their assigned tasks even if the other teams don’t.

While over 90% of people who often work in a teamwork or team environment agree that such a system is important in any workplace their preference say otherwise. Sadly only a quarter or approximately 25% of them say they like to work with a team in any way, shape or form.

This low percentage may be attributable to their experience when working in such an environment. A little over 60% saw themselves stuck in dysfunctional teams. About 40% have seen verbal confrontations between team members and some (about 15%) even saw physical confrontations.

While this may seem like the notion of teams and teamwork in the workplace is a bad idea, most will say that their benefits far outweigh the negatives. And the benefits to the people who work in the business and the business itself are many.

  • Unites people – Despite the potential for confrontations and animosity working together as a team has a way of uniting people. That’s because as a team member they are often forced to work together depending on the situation. In those kinds of situations they often put aside their dislike for one another and strive together to finish the task assigned to them.
  • Competitiveness instead of negativity – Seeing others work can often lead people to become competitive and thus work harder in order to catch up and even surpass them. Because teamwork means all members are collectively responsible for the outcome these often result in each member striving to work together better in order to get the job assigned to them done.
  • Delegation – Because there is a team and there is teamwork each member knows just how strong each member is. This means that by delegating each job to a specific member that’s capable enough to do it then the workload will be done more efficiently which means more work can be finished in less time.
  • Shared workload – Because you’re working as a team your workload is now the team workload. Even if one or two members gets sidetracked – which can happen to anyone – the other members will be there to pick up the slack. This will also motivate the sidetracked members to come back and work to carry the load that the others had to take.
  • Complimentary resource utilization – Because team members come in with their own respective expertise and talents you can make full use of those talents in order to get the job done. You no longer have to look far in order to find someone who knows this or that – you can find them within the framework of the team that is already there.
  • Innovation and ideas – They do say that two heads are better than one. Because each member comes from differing environments and have differing experiences they bring a different outlook that may just be the solution to a problem that pops up. This means that innovative ideas can come out of such teamwork that can help better the work efficiency and produce a product that is the better for it.

But what really makes teamwork good is the mutual support it gives to each and every member of the workplace. There will always be someone there to catch them when they’re falling or someone who will give them that little push forward when they’re faltering on a job.

It’s good for the business too because of the efficiency that is born out of teamwork. That and the sense of accomplishment and camaraderie that comes out of it which makes the people who work there that much closer and tight knit.

That said, there are certainly cons when it comes to teamwork. There’s no such thing as perfection in this world and teamwork is certainly one of them. While it does boast of benefits it does have some negatives.

  • Domination – it’s not really teamwork if only one person is doing the commanding. While there may be a team leader everyone has a say on what should be done as part of the brainstorming. However, if only the team leader is saying anything and everyone else is simply following without much discussion then there’s no exchange of ideas or synergy that can be beneficial to the whole process.
  • Free-ride syndrome – You know what this is. It’s when a small number of people do all the work and the rest just take part when it comes to getting credit. It happens a lot when the teamwork is not done right. This may be hard to detect and can go on for some time until push comes to shove and nothing gets done.
  • Common majority – the advantage of teamwork is that everyone comes in with their own set of ideas and principles. This is supposed to add synergy to the workplace. However, team environments can also cause everyone to start thinking the same regardless of their backgrounds. This will actually cause a loss of synergy such that no innovation can be found anymore.
  • Conflict – Egos are hard to curtail and people with egos tend to clash with one another. Conflict, when properly guided can lead to answers as long as the conflict is about the solution. When the conflict is about everything else but finding a solution then it’s simply a matter of egos gone amuck which leads to a broken workplace.
  • Bigger isn’t always better – Just because a team is bigger doesn’t necessarily mean the teamwork will be any better. On the contrary, it is often the big groups that have a problem with teamwork. It increases the chances of free rides and conflicts. It also makes it harder to coordinate the work in order to get things done.

There are a number of ways you can promote teamwork in your workplace. They can be an effective way for you to get the benefits pointed out. As long as you look out for the negatives you can have an effective workplace that’s more tightly knit and efficient.

What’s your take on teams and teamwork? Are you willing to work with a team in order to make things run more smoothly? Comment below.

THE BUSINESS MINDSET AND YOUR SUCCESS

THE BUSINESS MINDSET AND YOUR SUCCESS

The business world is a tough place to be. In order to succeed you need a lot of things – people, finances and the right products or services. That said, perhaps the most important factor that drives business success is your mindset as the owner.

Mindset is defined as having an established set of attitudes. Thus, the attitude that you have for your business will determine whether your business will fail or succeed. Simply put it’s all a matter of what you think your business is going to be.

Obviously, the more negative you are the more negative your business will be; conversely, the more positive you are the more positive it will be. Realistically you would want the latter and not the former. Having the right mindset is to be aware of your capabilities to control your thoughts and the things that you do and manifest in your business.

With the right mindset, you are open to more ideas, especially new ideas. You are also more creative and innovative so you are able to create solutions for problems that arise. At the same time, you learn that failure is something to learn from – not something that ends everything.

  • It takes a while for the mindset to click into your subconscious. In order to make it stick and come natural repetition is very important. This means you need to keep repeating your goals and the things you want to achieve in your business. This way, by constantly saying it over and over again it will become a fixed part of your mind such that it will become your mindset because you now have no choice but to believe in them.
  • Of course, even if you did manage to make it stick to your subconscious, your mindset can be easily rocked if you let negativity come into play. That’s why you need to reinforce this new belief system by your words, thoughts and actions. This can include doing things differently in terms of how you face challenges that can derail your journey towards your business goal.

Through it all you need to stay positive. Positive thinking is important if you want to get your business mindset up and running. By being positive you not only reinforce your mindset but at the same time you get rid of any negativity that manages to sneak in behind your back.

But what is the business mindset all about?

  • Your business is there to make money. Your business is not just a hobby. It’s an entity whose sole purpose is to make you money. This means it needs a higher level of development and focus in order to achieve this. Thus, you can no longer treat it nonchalantly but instead really give it the attention that it deserves.
  • It’s all about you thinking for yourself. It’s your business so other people have no right to dictate what you should do or how you should act. The right mindset is being able to think on your own to do things on your own. This doesn’t mean you can’t ask other people; it simply means that you should get their opinions so that it helps you attain what you want, not let them tell you what you want.
  • It’s all about understanding strategies and its implementation. You need to know what you need to do for the long term. This means planning for what’s ahead, not just for what’s for today. It means making sure the things that you’re doing is suited for the goals that you have set yourself. If it isn’t then you need to implement new ones that will take you to where you want to be.
  • It’s all about understanding your connection with your business. Simply put profitability is your connection. That’s what you want for your business so that’s what you should be going after. No business owner wants a failing business after all. At the same time you also need to know what your emotional connections are. These can often prevent you from acting in a rational manner. By understanding your emotions you are able to do what you set out to do.

You do need to have the qualities needed to have the right business mindset. These are beliefs or attitudes that make success that much easier to achieve.

  • Desire – The strong feeling of wanting something is important when it comes to business. Without it you won’t be able to move forward in order to fulfill your goals. Your goal is what you desire so you need the desire to get to your goals.
  • Determination – Firmness of purpose is also an important quality to have. With determination, you can move forward without deviating from the path that you have set out to take. This means that whatever the challenges you will be resolute in overcoming them to get to your goal.
  • Passion – You need a strong and barely controllable emotion for your business in order to succeed. Your passion is your driving force to keep on going despite whatever challenges you may be facing. After all, it is the reason why you started the business.
  • Vision – What’s your image of your future in the business? If you don’t have this image then how will you know if you’ve gotten to where you want to be? You vision is what your goal is. It is what you would like your present time to be, 5 or 10 years down the line.
  • Focus – Distractions can really derail your plans for your business. If you have the focus you can keep on going without getting sidetracked by every little thing that comes up in front of you.
  • Persistence – Having a firm and obstinate attitude in continuing with your course of action regardless of the difficulty or opposition is important. Not stopping just because some hardship comes up is something you need to have if you want your business to succeed. If you stop chances are you won’t be able to start moving again. If you keep on going no matter how small the gain you will eventually get to where you want to be at.
  • Optimism and belief – Being confident in the successful outcome of what you’re doing makes the journey that much easier to do. That’s because you remain upbeat about your chances even if challenges should come into play. Without this you will more than likely give up at the first sign of resistance and never move forward again.

As a business person and entrepreneur having the right mindset is very important. Your business depends on it after all. You need to not just have the mindset and the qualities for it but your business in and of itself needs to have it too.

  • Customer first – Too many times businesses focus too much on product development without thinking about the people who will be buying said product. Those people are customers and if they are not included in the product creation then more likely than not, they won’t like what you’re offering. That’s why your business has to consider its customer and see what it is they like so you can create a product that is tailor-fit for them.
  • Giving without expectations – There doesn’t need to be a quid pro quo. Often simply giving something for free without any expectations of any returns give you a better return than what you could have expected if you were expecting anything. This could be something dramatic that can really rock your business to the core in a positive way.
  • Focusing on what’s good for the business – Not every opportunity can be to your businesses’ advantage. If you go after every opportunity that’s out there you’re going to run out of steam. What you need to do is focus your business on those things that is sure to make it more profitable. By doing so you maximize your business potential and save on resources which you can now use for something else.
  • Focusing on your product – This means focusing on quality and on how to make it stand apart from those of your competitors. Quality will always win over customers so by having the mindset that your business will be offering quality products it will not only garner you loyal customers but it will also set your product and your business apart from those of your competitors.

How about you? What’s your business mindset like? Comment below.

IS IT TIME TO CONNECT WITH YOUR CUSTOMERS?

IS IT TIME TO CONNECT WITH YOUR CUSTOMERS?

When you connect with someone, you form some sort of bond with them. When it comes to people it’s basically establishing some sort of rapport or relationship with them. When you get that, you are able to trust one another. This often results in accepting what each other is saying without question or at the very least giving what the other is doing more benefit of the doubt.

When it comes to the business customer relationship building that connection is of utmost importance. Without it customers won’t patronize the business which will result in the business closing down. Simply put, businesses need to connect with their customers in order to survive. It doesn’t matter if it’s a business to business or a business to public relationship – as long as there’s a customer in there somewhere then there needs to be a connection in there somewhere as well.

The emotional connection

Customers make buying decisions often out of emotional connections. That’s because emotions run pretty much a good percentage of our decision-making and behavioral capabilities. Thus, customers are more often than not influenced by their emotions when it comes to buying.

The emotional connection is often based upon the strength and duration of the customer relationship. The longer and stronger the relationship the higher the emotional connection. It’s capturing the hearts and minds of the customer such that they have a better opinion about your business and the products and services that you offer.

  • Be customer-centric. It sounds like a logical and easy thing to do but you’d be surprised as to how many businesses don’t give this the attention that it deserves and needs.

Being focused on the customer is not just a matter of stating is a mantra. It’s also a matter of making sure everything you do in your business supports that mantra. This means taking a good look at your business and asking whether your processes, procedures and internal message all focus on your commitment to your customers.

  • Know your customers. Just saying you’re going to be focusing on them is all well and good but you have to also know and understand just who it is you’re focusing on. Doing so will give you a better understanding of who they are and where they are coming from so you can empathize with them.
  • Who are they? It’s not like your customers are everyone in the world. Of course not. If you’re an automotive dealership then your customers are everyone who likes to drive. By identifying your target customers you will be able to tailor your focus so that you can create that connection with them.

Think of it as talking directly to that specific customer. Doing so will make them feel that you are only focusing on them. This will make them feel that you really know them and truly understand what it is they need and want.

  • What are they looking for? This is as important as knowing who your customers are. That’s because how can you connect with your customers if you don’t even have an idea as to what they want or need.

By knowing what they want or need you can understand where they are coming from in terms of their questions, their thoughts and their actions. This way you can prepare to give them the solutions they are looking for. Doing this will make your relationship that much better. That’s because now, they know that you can be relied upon when they need it.

  • How are they finding you? To what lengths did your customers have to go through in order to find not just your business but also the products and services that you have to offer? Doing this will help you understand where they are coming from in a literal sense?

Where you found out from one of your customers? Where did you find through the local newspaper or yellow pages? Did they find you online? You need to know this so you can get a deeper look at the mind of your customers.

  • Act for your customers. Like they say actions speak louder than words. This means that not only should you give customer focus lip service, you also need to make sure your actions serve that purpose.
  • Be the corner store. In the old days, the corner store was a place where everyone knew who you were. You come in and the store owner already knows what you want and is already putting it together for you. It’s a place where the owners go out of their way to make sure you get what you’re looking for and walk out of there carrying what you need and want. It’s also a place where they know things about you such as your birthday and such.

You can do this by showing customers that they are appreciated for being there as a person, not as a customer. Do this by showing that you remember little things about them so they feel connected with you.

  • Talk with them. Don’t do any hard selling. That will just turn people away. Instead, ask them questions. Open up a conversation. This is perhaps the easiest way for you to connect with your customers.

Asking questions is fundamental to building a relationship. That’s because by asking questions you are showing that you want to do all you can to help them with their problems. Asking questions is a way for you to understand their problems so you can offer them solutions.

  • Listen to them. It’s not just a matter of you doing all the talking. You have to know when to listen as well. Really listening to your customers will give you a much deeper understanding as to what their concerns and anxieties are.

Really listening will help you understand what’s behind their concerns. Maybe it’s because they don’t understand the new technology or maybe it’s the first time they have driven an automatic transmission. Whatever it may be, listening to them will help you know them on a much deeper level.

You also want to listen to your frontline people. After all, they are the ones that are in constant contact with your customers. You can get a lot of vital information that you can use to help you form that connection with your customers.

  • Accountability counts. Take responsibility when it is needed. If any issue or concerns come up from the customer make sure you have a system in place that will tell the customer that there is someone accountable for this until a solution is found.

At the same time make sure you always respond to a customer’s concerns. A non-response is not how you build connections. By responding and showing that there is accountability you are showing your customers that you are going to make sure they get their answers and get is as soon as possible.

At all times you must give customers the respect they deserve. No matter the issue you should not lose your composure and get into a shouting match with the customer. Neither should you act in a condescending manner? Relationships and connections are built when everyone treats everyone the same way they expect to be treated.

Just how important is it to have a connection with your customers? Comment below.

WHY AREN’T YOU TRAINING YOUR SALES TEAM?

WHY AREN’T YOU TRAINING YOUR SALES TEAM?

Sales is what runs the business world. If you don’t have sales your business isn’t going to be going anywhere. It doesn’t matter if you’re selling an item such as a refrigerator, books or automobiles or services such as automotive servicing, pool cleaning and the like – all of these will need sales to keep it going.

Of course, when we talk about sales we are bound to talk about the sales team. After all, without a sales team, you wouldn’t have people who will sell the products or services you are offering. That’s why they are called the sales team – because they are the ones who will sell for you.

Whether you have a sales team or whether it’s just you and your brother one thing is very important – you need to know what it is you’re doing. Yes, sales are all about selling but it’s not just that. You need to be able to know what you have to do so you can be professional when you’re in front of the customer.

This means you need to have a trained sales team!

This is important because having a sales team who are trained to be as effective as they can be can do a lot not just for your business and you as the employer but also for the employee as well.

That said the concept of sales is not necessarily an academic pursuit. Rather it is based on experience and an understanding of the psychology of customers – their wants and their needs. Having your sales team trained for this can go a long way in making your business successful.

What’s in it for you?

As the employer and as the business itself you get a lot out of training your sales team. These benefits go a long way in making sure your business stay afloat and ahead of your competitors.

  • You get more sales. That’s because a well-trained sales team will always outperform a non-trained one. There are a lot of good reasons for this. For one thing, a trained sales team knows how to send their message across without sounding pushy.

That’s because they know how to blend their sales talk with that of informing the customer on the merits and demerits of the products they are selling. Doing so gives the customer the sense that the salesperson is helping them instead of just pushing a sales on them.

Then there’s the customer’s psychology. A trained salesperson will be able to recognize the signs on whether the customer is on the hook or not. By knowing this they will be able to adjust how they proceed with this specific customer in order to close the deal.

  • You don’t have to fire your employees. Having low sales figures is a good reason for having doubts on how effective your sales team is. That said it’s not a good reason for you to fire them – at least not until you’ve trained them first.

The low sales figures may not necessarily mean you have a bad sales team. They may be doing the best that they can with what they know. By training them you give them more in terms of what they can use in order to really sell well.

At the same time, you give them confidence and let them know that you, as their employer, are behind them. This will make them work that much harder to repay your confidence in them. By doing this you get yourself a loyal customer but will become also known in the community who support their employees thereby making customers trust you.

  • Your employees stay. Lack of skill and knowledge can dishearten anyone. Often, this leads to employees leaving. That’s because they feel they don’t have what it takes to stay in the industry and be competitive.

However, when you train them you’re giving them the weapons they need to not only make sales but also stay competitive. With this, they will no longer feel like they’re inadequate.

Also, by training your sales teams you are preparing your business for the competition whenever they come. That’s because a trained sales team can hit the ground running and not have to fumble when the competition is breathing down your necks.

Because they’re trained you know that your salespeople are competent. This means that you don’t have to be always hovering behind their shoulders. You can let them do what they’re supposed to do while you are able to do what you need to do because you have time – time you didn’t have to spend overseeing them.

At the same time, you can easily promote from within because you have a trained team to select from. Doing this gives them an incentive but it’s not only that. Promoting from within also allows you to get new hires which in turn will spread the word that you are a strong business that takes care of its employees.

  • You get a bigger and more loyal customer base. Customers like to be given the answers when they ask the questions. They want to be treated in a professional manner. A well-trained sales team will give them all that.

That’s because a well-trained sales team will be able to impart the information that the customers are looking for in an efficient manner. This means that they will look confident in the eyes of the customers thereby adding to their credibility.

At the same time, they will be able to articulate their assistance that much better. This means they will be able to answer the needs and wants of their customers making the latter that much more comfortable and thus happy with the whole sales experience.

What’s in it for your sales team?

It’s not just your business that will be benefiting from having a trained sales team. The members of the sales team you’re training will benefit as well.

  • Gives employees confidence. That’s what training does – it gives employees the confidence to do the job properly and more efficiently. Training gives them the added knowledge that they can apply in order to do the job.

It’s not just the training that gives them confidence. The fact that you, as their employer, were willing to spend the time and money to train them also gives them confidence. That’s because it shows that you are taking care of them and that you are investing in them to do good for the business. It also shows that you recognize that they are an important part of the business.

  • Gives each employee a connection with each other. People who undergo the same training regimen often become closer and work better as a team. Military training has shown this. Retreats have shown this. This means training your sales team together will give the same results as well.

Training together gives each member a sense of camaraderie. Going through the same thing together gives each one a feeling of equal footing which in turn bonds them together to one another. This results in better teamwork and the ability to work together more cohesively.

  • Improves employee productivity. This works both in the short term and on the long term. Because the sales team members have the weapons they need to better market the products or services of your business they can do a better and more efficient job of selling it.

At the same time, such training will give the person(s) the foundation that they will need so they can rise up within the organization. This results in more job satisfaction and thus a happier employee.

Training is an integral part of any business. It is crucial for the development of the people who work there not only for their success but also for their satisfaction and service.

 

That said, there are those that say that managing the sales people well is much better than training them. What do you think? Is training the answer or should you even bother with it? Let your comments flow below.