Many salespeople have that special gift that allows them to reel in the prospects, develop the sale, and close the deal with impressive reliability. Others may not be so consistent but can always be counted on to ‘pull one out of the bag’, bringing in a spectacular deal that makes up for extended periods of doubt. Whatever the style of salespeople you have bringing in revenues for your MSP company and no matter how competent they may be, there’s a very strong chance that they should be provided with sales training.
Why Do Salespeople Need Training?
If salespeople are struggling to sell, it’s pretty easy to make the argument that they could do with some training. If, on the other hand, they seem to be doing okay, then it can be hard to see the value of investing in more training. But consider this: the greatest performers in almost every area of human achievement all tend to employ specialists whose sole job is to help train them for greater performance.
If It’s Good Enough for the World’s Greatest…
You might think top sports people are already so good they don’t need training. You would be wrong. You might assume the greatest business people you’ve read about dispense with any need for training. Again, you might be surprised to find out how wrong you are.
Whether your MSP company salespeople are new to the job or are veterans with twenty years of sales under their belt, sales training is likely to help. Of course, you wouldn’t want to make highly experienced salespeople sit through the basics of selling but there are areas in which everyone can improve, even if it’s be being reminded of the immutable fundamentals of sales.
Key Areas That Sales Training Can Help
From beginners to gurus, salespeople can always do with expert outsiders’ help in making sure they’re nailing areas like:
- Communication Skills – Sales veterans may have developed bad habits that need to be addressed. Also, the style and content of communication can change over time. There may be new angles to communication that old hands can benefit from.
- Administrative Skills – Almost anyone can benefit from learning a new system that is faster and more efficient or getting advice on how to use new tools.
- New Sales Methodologies – What worked twenty years ago may not work anymore. New sales methods are being developed all the time.
- Overcoming Objection – Experienced salespeople should have this covered but it’s always worth refreshing this skill. Also, new products may offer new technical opportunities for overcoming objections.
Sometimes, the value of sales training is simply that it forces sales staff to formally identify and understand their approach to sales. They may have gone off-course and training helps to get them back into the groove. Alternatively, they may learn new developments in sales that can supercharge their productivity. Either way, your MSP company stands to win from effective sales training.