Why Tech Companies Leverage Sales Training for Hyper Growth
This is the first of two posts on why sales training is the backbone of sales success. Continue reading in part two.
Things move fast on a high-growth SaaS sales team which means your sales training program needs to stay hyper-charged and nimble to ensure reps are prepared for any situation.
What would happen if you hired an ex-professional athlete or ex-navy seal? Would they find a different approach to winning than an average rep? Would they expect (and relish in) training that is demanding and highly focused on executing no matter the situation? Of course they would.
Elite performers put the work in and they understand that to succeed they must leverage situational adaptability and embrace a mindset of constant learning.
Take for instance, Lionel Messi (best soccer player in the world), who says that he never wants to miss a single practice or game because he’s so passionate about playing and improving his game.
That’s the best attitude to have in sports and in sales. Results don’t just come to those who show up, but those who work hard to improve.
The best reps are the ones who know what to expect and are ready for whatever is thrown their way. They adapt. They intrigue. And they’re highly versed in approach and strategies to find success—but it all starts with their training.
And I don’t just mean onboarding training but a systematic and efficient way of continuous training. One suggestion: have your sales managers rate their reps once per month on key areas (discovery, positioning to close, objection handling, etc.) and then on a quarterly basis review the data to see which areas need addressing.
Global SaaS software revenue topped $100 billion in 2016 according to Goldman Sachs. And that number is expected to rise even more for many years to come which means you need a highly-focused sales team to capitalize on this opportunity.
In the B2B space, top sales reps are equal parts engaging and technical. These reps can illustrate the power of your products to different types of people involved in the decision-making process.
Buyers today are more savvy thanks to technology and the ability to research everything about your company or products. Plus their expectations have changed: they want high-value execution ideas to grow their business. And they expect a strong ROI.
Equally important—good SaaS reps know how to sell at higher margins by focusing on the value of the product, not the price. This is why, sales training has needed to evolve to support this dynamic sales environment.
In summary: the days of shadowing a seasoned rep or trial-by-fire methods are long gone. Sales training needs to be situational-based and nimble enough to address changing needs. The goal is to ensure sales reps are fully confident not only in delivering your value proposition but also with themselves.