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7 Effective Types of Sales Training [How to Choose the Best One]

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April 16, 2024 Sales
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types of sales training

Looking to improve your sales skills but not sure where to start? There are many types of sales training out there, and it’s important to choose the right one for your selling style. Knowing the different types of sales training can help you make a better choice.

There are seven key sales training methods: Prospecting, B2B, Negotiation, CRM, Handling Objections, Inbound Sales, and Sales Roadmap. They target different sales skills, like knowing your customers, communicating better, and using technology. The goal is to improve sales techniques and build confidence.

We’ll help you understand the main categories of sales training so you can improve your skills in a focused way. Each type of training enhances certain skills needed to close complex deals. Choosing training based on your selling style will prepare you to meet challenges and achieve your goals.

Let’s get started on taking your sales skills to the next level.

What is Sales Training?

Sales training is the systematic development of skills and knowledge necessary for salespeople to consistently achieve their sales objectives. This includes identifying, qualifying, communicating, negotiating, and closing prospects.

Through effective sales training, organizations can optimize their sales processes, increase conversion rates, and earn a sustainable competitive advantage.

What is Sales Training

In fact, the worldwide market for sales training software was worth $1.92 billion in 2021. It’s predicted to expand at a rate of 14.0% yearly from 2022 to 2030.

What is the Goal of Sales Training?

The primary goal of sales training is to equip salespeople with the skills and knowledge necessary to achieve and exceed their sales objectives consistently. This translates into three key areas:

the Goal of Sales Training

Get to Know Your Customers Better

With training, you’ll be able to spot potential customers, understand their needs, and offer solutions that really click with them.

Smooth Out Your Sales Process

The training teaches you useful methods for every part of selling—from finding potential customers to sealing the deal. This means you’ll be smoother, faster, and way more successful.

Improve Your Confidence and Communication Skills

Sales training is like a confidence booster. It makes you better at talking to customers, explaining things clearly, handling issues like a pro, and closing deals like a champ.

Main Advantages of Sales Training You Must Know

In 2019, McKinsey surveyed about 1,200 people in different sales jobs worldwide. They discovered that companies growing quickly were 80% more likely to see good sales results from training programs than companies growing slowly.

We’ll explore what caused these outcomes. However, it’s clear that sales training programs are valuable for all organizations and offer many benefits.

Main Advantages of Sales Training 

1. Reduce Unnecessary Work

According to Pipedrive’s State of Sales Report 2020-2021, only 53% of salespeople spend most of their day actually selling. This means 47% are mainly doing other things.

Tasks like administration, finding leads, and identifying potential customers take up a lot of their time. Training teams to use a CRM (Customer Relationship Management) system or a better method for finding prospects can help. This frees up their time to focus on what really adds value: selling.

2. Increase Sales

Salesforce reports that 80% of successful sales teams think their training is excellent or very good. Effective training can really boost sales.

Look at Bluebeam Software. They made an online training course for their sellers with three skill levels. Out of 2,800 salespeople who finished the first level, each seller doubled their sales on average. 

And those who did all three levels experienced an impressive 400% growth in their business.

3. Focus on the Customer

The pandemic made B2B (business-to-business) customers change faster than the sellers, speeding up the adoption of what’s called the ‘Buyer First’ approach. This means prioritizing the buyer by being completely transparent and helping them make well-informed decisions.

This strategy is very effective. LinkedIn’s State of Sales 2021 report found that 72% of the best salespeople, those who exceeded their targets by 125%, always put buyers first.

However, there are challenges in creating a customer-focused organization. These include not having the right skills, poor coaching, and not enough emphasis on training.

It appears that strong training can result in a customer-first strategy that helps salespeople not only meet, but exceed their sales goals.

4. Promote Job Happiness

A 2020 study by ValueSelling Associates and Training Industry showed that sales training does more than just improve sales. It also makes employees happier and more motivated. 

This leads to them staying longer at their jobs, creates a better company culture, and helps the company quickly adapt to changes.

Promote Job Happiness

5. Create Trust with Buyers

LinkedIn’s Sales Report discovered that 89% of buyers prefer to deal with salespeople they see as trusted advisors. Also, Sales Insight Lab’s Sales Data Study found that 51% of the best salespeople view themselves as experts in their field.

Since buyers like to buy from experts they trust, sellers should thoroughly understand their product. This prevents giving wrong information. They should also improve their people skills and position themselves as experts.

How Much Do Sales Training Courses Cost?

The cost of sales training courses can vary widely depending on sales training types. There are several factors, including:

How Much Do Sales Training Courses Cost

1. Type Of Sales Training

  • Internal Training: Developing and delivering training in-house can be cost-effective for large companies with dedicated resources and expertise. However, factoring in trainer salaries, materials, and potential disruption to sales operations can add up.
  • External Programs: Public workshops and seminars can range from $500 to $5,000 per participant, with specialized or industry-specific programs reaching $10,000 or more.
  • Custom Training: Tailoring programs to a company’s specific needs and challenges can be expensive, costing anywhere from $10,000 to $50,000+ depending on the scope and duration.

2. Length and Intensity

  • One-day workshops: Generally the most affordable option, ranging from $500 to $2,000 per participant.
  • Multi-day programs: Offering deeper learning and skill development, these can cost $2,000 to $5,000 per participant.
  • Long-term programs: Comprehensive programs spanning months or even years can reach $10,000 or more per participant.

3. Delivery Method

  • In-person: Traditional classroom setting with trainers and interaction is often the most expensive option.
  • Online: Webinars, video modules, and interactive platforms offer cost-effective options ranging from $500 to $1,500 per participant.
  • Blended learning: Combining in-person and online elements provides flexibility and can cost $1,500 to $3,000 per participant.

4. Trainer Expertise and Reputation

  • Highly experienced and sought-after trainers can command higher fees.
  • Established training companies with proven track records may be more expensive than newer or niche providers.

The cost is only one factor to consider. Evaluate the training’s content, quality, and potential return on investment (ROI) before making a decision.

Components of a Successful Sales Training Program

To create an effective sales training program, consider these eight key components —

1. Focused Training

A top-notch sales training program starts with a well-defined plan. It addresses the real needs of salespeople and the challenges they usually encounter. The program should cover various topics. 

These include selling techniques, communication skills, strategies for finding new customers, deal-making, and maintaining customer relationships. In this way, the program helps learners acquire the necessary sales skills and knowledge needed to succeed.

2. Key Sales Skills

Training is a chance for even seasoned sales reps to brush up on basic skills. Here are some important skills to review with your team:

  • Finding potential customers
  • Writing introductory emails
  • Making initial phone calls
  • Presenting a sales demo
  • Creating proposals
  • Finalizing a sale
  • Welcoming new clients after a sale

To teach these effectively, use demonstrations and role-play. Show video examples too. This approach helps sales reps learn in different ways. You can also have trainees observe real phone calls and meetings. This way, your top salespeople can show new hires how it’s done.

3. Understanding the Customer

It’s important for sales reps to truly understand and care about their customers. Your sales training should help new reps grasp every aspect of the customer’s experience. The best salespeople can relate to what customers feel throughout the sales journey, from the first contact to closing a deal.

4. Practicing Empathy

Empathy is key for sales reps to really get and connect with what customers need. Training should have role-play so reps can see things as the customer does. Doing real-life exercises, like hearing customer stories or talking directly with them, helps reps understand better. 

Also, letting reps try out the challenges the product solves, like doing a task by hand that the product makes easier, helps them value the product more and feel more empathy for the customer.

5. CRM System Training

It’s important for sales reps to know how to use the CRM (Customer Relationship Management) system well. Give them training tailored to your company’s methods and any changes you’ve made to the software. While the vendor’s training materials are a good start, more specific training is better.

People often learn software by using it, so let trainees practice with the CRM. They should learn to add new entries, search, and update existing accounts. To make CRM training more engaging, try a scavenger hunt. 

Divide trainees into groups and have them find specific information in the CRM. You could even offer a prize to the group that finds it first.

6. Understanding the Sales Process

It’s important to teach new hires about the company’s sales process. The training should include:

  • Best ways to find leads
  • How to identify potential customers
  • The steps in the sales funnel
  • Guiding customers through the sales journey
  • Making proposals
  • Finalizing sales
  • Offering additional or related products
  • Providing excellent customer service

Using role-play and real case studies in training helps give a practical understanding of the sales process and the challenges salespeople face.

7. Skills Assessments for Sales Teams

Good sales managers spot areas where their team needs improvement and plan training accordingly. Instead of making guesses, rely on assessments based on data before you begin any sales training. This method helps you see how well your team is doing. 

You’ll learn what they’re good at and what they need to work on. It also helps you make sure everyone is in a job that fits their skills, which is important for your business to do well. By understanding your team’s needs first, you can pick the best sales training for them, rather than just guessing. 

8. Product and Market Training

Your sales training needs to include clear details about your products and their place in the market. Emphasize what makes your products different from others. This will help your sales team explain why your product stands out.

Make sure to have practical training on your products. Bring in the people who made the product, like software developers or engineers, to talk about special features that could help in selling. 

Your trainees should also get to know your typical customers and the marketing materials you use. This helps them give the right information to potential buyers.

It’s helpful for trainees to watch a sales demonstration by someone experienced. After that, they should try doing a sales pitch themselves.

9. Ongoing Support and Coaching for Improvement

Effective sales training isn’t just about the first few lessons. It’s important to keep supporting and coaching your team for long-term success. The best training programs provide continuous feedback, coaching, and guidance. This approach helps your salespeople get better gradually. 

Regular meetings and reviews of their performance help create personalized growth plans. These steps also ensure that the training is actually helping to boost sales.

7 Effective Types of Sales Training Methods 

Equipping your sales team with the right training is crucial for driving performance and exceeding quotas. But with so many options available, choosing the most effective types of sales training can be overwhelming.

Here’s a breakdown of 7 impactful training methods to consider, along with visuals to help them stick in your mind:

Types of Sales Training Methods

1. Prospecting Sales Training

Cost: $400 to $3,000

Prospecting Sales Training refers to a structured program designed to improve the skills of sales professionals in identifying and cultivating potential customers. In this training, you can learn how to locate and qualify leads, and understand customer needs efficiently. 

Prospecting Sales Training is like a personal guide for you, the salesperson. It’s where you learn the tricks to find potential customers, understand their needs, and start meaningful conversations. 

Outcome of Prospecting Sales Training Methods 

Let’s talk about the outcomes of prospecting sales training: 

Prospecting Sales Training Methods

  • Developing a prospecting mindset: You will learn to think like a hunter, always on the lookout for new opportunities.
  • Identifying ideal customers: Hone your target audience radar and focus on prospects who are a perfect fit for your offer.
  • Mastering communication channels: From phone calls and emails to social media and networking events, you will learn to connect with leads in ways that resonate.
  • Overcoming objections: You can get equipped with powerful responses to common excuses and turn resistance into opportunity.
  • Building a pipeline of leads: Develop a system for consistently generating new leads and keeping your sales funnel full.

When to Get Prospecting Sales Training

  • If you’re aiming to grow your list of potential customers and find new leads.
  • When you need to sharpen your skills in identifying and qualifying potential clients effectively.

2. B2B Sales Training

Cost: $1,500 and $3,000

B2B sales training prepares salespeople for the complexity of selling to other businesses. It focuses on understanding the unique B2B buying process, identifying and qualifying leads, and creating compelling value propositions. 

It’s a specialized program teaching sales teams how to navigate the unique challenges of business-to-business transactions. 

In this training, you’ll dig into understanding the intricacies of B2B relationships, honing communication strategies, and mastering the art of crafting compelling proposals that resonate with business clients.

Outcome of B2B Sales Training:

Outcome of Negotiation Sales Training (1)

  • Understanding Business Dynamics: You will learn the ins and outs of how businesses operate and make purchasing decisions.
  • Building Long-Term Relationships: You can learn how to foster enduring partnerships with other businesses.
  • Effective Communication in B2B: You will master communication skills tailored to the professional environment, from presentations to negotiations.
  • Strategic Proposal Crafting: Develop skills to create persuasive and customized proposals that address the specific needs of business clients.
  • Understanding Complex Sales Cycles: Understand the longer and more intricate sales processes typical in B2B transactions.

When to Get B2B Sales Training:

  • If your business primarily sells products or services to other businesses.
  • When you want to improve your team’s ability to navigate complex B2B sales cycles effectively.

3. Negotiation Sales Training

Cost: $1,600 to $2000

Negotiation sales training goes beyond the basics of convincing and closing. It digs into the psychological and tactical aspects of win-win bargaining. 

Think of sales negotiation training as sharpening your sword for the competitive battlefield of closing deals. It equips you with the tactics, strategies, and mindset to navigate the crucial dance of negotiation and emerge victorious, both for yourself and your customers.

Outcome of Negotiation Sales Training:

Negotiation Sales Training

  • Mastering the Psychology of Negotiation: You will understand and influence the mindset of your negotiation counterpart.
  • Improved Communication Skills: In high-stakes negotiations, you can develop clear and persuasive communication skills.
  • Achieving Win-Win Agreements: In this lesson, you’ll learn how to create mutually beneficial agreements that satisfy both parties.
  • Handling Objections Gracefully: You can develop skills to overcome objections gracefully and steer negotiations back on track.
  • Confident Deal Closures: Acquire the techniques to confidently close deals and secure agreements that align with your objectives.

When to Get Negotiation Sales Training:

  • Before entering high-stakes negotiations.
  • When aiming to improve total deal-closing effectiveness.

4. CRM Training

Cost: Around $1,500

CRM (Customer Relationship Management) Training is the secret sauce to managing and maximizing your customer interactions. 

This specialized program empowers sales teams to utilize CRM tools effectively, ensuring seamless customer relationship management from prospecting to deal closure. 

Outcome of CRM Training:

CRM Training

  • Master CRM Tools: You can navigate CRM software with confidence, ensuring effective customer data management.
  • Achieve Efficient Data Entry and Retrieval: You can develop skills for swift and accurate handling of customer information.
  • Customize CRM for Sales Needs: You can tailor your CRM system to align seamlessly with your sales processes.
  • Automate Routine Tasks: Automate repetitive tasks to save time for more strategic activities.
  • Promote Collaboration: Promote sales team collaboration and communication with CRM features.

When to Get CRM Training:

  • When implementing a new CRM system.
  • To optimize your current CRM usage for increased sales efficiency.

5. Handling Objections Training

Cost: Around $499

Handling Objections Training is a targeted learning program designed to improve the ability of sales professionals to navigate and overcome objections encountered during the sales process. 

This training provides practical strategies and techniques to proactively identify common objections, listen empathetically to customer concerns, and respond with value-based solutions. Sales professionals learn to turn objections into selling points, reinforcing the broader value proposition of a product or service.

Outcome of Handling Objections Training:

Handling Objections Training

  • Anticipate and Identify Objections: Throughout the sales process, you can be proactive in identifying common objections.
  • Empathetic Listening: By cultivating active listening, you can gain a deeper understanding of customer concerns. 
  • Value-Based Responses: Your responses can be tailored based on value to address the specific concerns and needs of your customers.
  • Transformation of Objections into Selling Points: You can turn objections into opportunities to highlight key product features and benefits.
  • Building Credibility: You can emphasize transparent communication and honesty in addressing objections.
  • Role-Playing Exercises: Through practical exercises simulating objection scenarios, you can refine skills and gain confidence.

When to Get Inbound Sales Training:

  • If your sales strategy increasingly relies on attracting and converting inbound leads.
  • Customer-centric approach aligned with prospects’ preferences and behaviors.

6. Inbound Sales Training

Cost: $400 to $3,000

Inbound sales training is a structured learning program designed to equip sales professionals with the skills and knowledge needed to excel in the customer-centric approach of inbound sales. 

This training focuses on strategies and techniques that align with the modern buyer’s journey, emphasizing attracting, engaging, and converting leads who have already expressed interest in a product or service.

Training covers the fundamentals of the inbound methodology, which involves attracting, engaging, and delighting customers through valuable content and interactions. 

Outcome of Inbound Sales Training: 

Inbound Sales Training

  • Putting You First: This course will help you prioritize customers, understand their needs, and make the sales process more about them.
  • Getting You More Leads and Sales: Content marketing strategies can help you grow your business and attract more customers.
  • Smart Ways to Find and Keep Customers: You will learn how to identify the best leads and keep them engaged. You can build lasting relationships by staying in touch with potential customers at the right time.
  • Being Better at Talking to People: You can improve your communication skills. By listening effectively, understanding customer needs, and responding appropriately, you can ensure a more meaningful customer experience.
  • Using Technology the Right Way: Become an expert in utilizing tools and systems that simplify your job. 
  • Building Trust and Being Honest: Understand the importance of being trustworthy. Maintain openness and honesty in your interactions with customers, fostering a strong and positive relationship.
  • Changing with the Times: Develop flexibility to adapt your strategies based on customer behavior. 

When to Get Inbound Sales Training:

  • If you notice a shift in your sales strategy toward attracting and converting inbound leads. 
  • When your focus turns towards aligning with prospects’ preferences and behavior.

7. Sales Roadmap Sales Training

Cost: $500 to $700

A Sales Roadmap Sales Training is a structured program designed to equip salespeople with the knowledge, skills, and strategies necessary to navigate a specific sales journey, from initial prospecting to closing deals. 

It’s like a detailed map that guides you through each stage of the sales process, ensuring you stay focused, efficient, and on track to achieve your goals.

The roadmap defines the critical steps and milestones you need to reach throughout the sales cycle. This could include qualifying leads, building relationships, delivering presentations, handling objections, and closing deals.

For each milestone, the training provides practical tactics, tools, and resources to help you succeed. 

Outcome of Sales Roadmap Sales Training:

Sales Roadmap Sales Training

  • Strategic Sales Proficiency: You can develop a strategic mindset and plan that aligns with your sales objectives. You will identify key stages, potential challenges, and opportunities for improvement in the sales process.
  • Improved Sales Skills Foundation: You can build a solid foundation for success in sales and acquire essential skills in communication, negotiation, objection handling, and more.
  • Effective Prospecting and Lead Generation: You can expand your customer base through effective prospecting. You can also learn techniques to identify potential customers and cultivate meaningful leads.
  • B2B Sales Mastery: You will understand the unique challenges and opportunities presented by B2B transactions.
  • Mastering Communication Channels: You can learn methods for successful communication via phone calls, emails, social media, and networking events.
  • Negotiation Expertise: You can navigate negotiations with confidence and finesse. Can be a master of tactics, strategies, and the art of achieving win-win scenarios in negotiations.
  • CRM Utilization Proficiency: You can confidently navigate CRM software. And ensure efficient customer data management through effective use of CRM tools.

When to Follow the Sales Roadmap:

  • If you are transitioning into a new sales position.
  • For improving performance and collective alignment, consider team training sessions.

Improving Sales Training Outcomes with Swordfish AI’s Contact Finding Tools      

Sales Training Outcomes with Swordfish AI

Swordfish AI is a dynamic tool that improves sales training and prospecting. It’s great at finding both personal and business contacts, like emails and phone numbers. It helps you directly connect with important decision-makers. 

A key feature is our unique cell phone number database with a verification system, making sure contact details are accurate. It’s really helpful for cold calling, as it improves your chances of reaching the right person.

Swordfish AI gives you access to over 3.5 billion data, opening up a huge range of potential contacts. We ensure that this contact information is up-to-date and correct with real-time validation. 

Plus, Swordfish AI includes a Chrome Extension and a tool for generating lots of leads at once. These features make it simpler to find and check contact details on sites like LinkedIn and Facebook. 

Features of Swordfish AI

Here’s how it can help you —

  • Chrome Extension

Chrome Extension

Our Chrome Extension lets you easily find and check contact details on different online platforms. It’s really handy for getting contact info from social media and other websites.

  • Prospector

Prospector

Our Prospector tool helps you quickly make lists for calling and emailing. It’s designed to help you efficiently find new potential clients and build a strong list of contacts.

  • Uploading Files 

Uploading Files 

You can upload a CSV file to Swordfish AI, and we’ll fill in the missing emails and phone numbers for you. This is great for making your CRM database more complete with important contact details.

  • Reverse Search 

Reverse Search 

Swordfish AI can do reverse searches. This means if you have only a bit of information about someone, we can help you find more detailed contact details.

arrowTry Swordfish Ai

End Note

In summary, there are many kinds of sales training to think about for your team. Product knowledge training helps reps understand what they’re selling. Plus, dealing with objections teaches them how to deal with customers. 

Also, consultative selling can reveal customer needs that a simple pitch might not. 

So, make sure the training fits your overall sales strategy. Now, you should understand the different sales training options. Consider your team’s weaknesses or new skills they need. Pick training that fills these gaps, whether it’s in product knowledge, handling objections, consultative selling, or something else.

Choosing the right training for your reps’ needs can be very effective. With this overview, you’re ready to choose training that improves performance. Focus on areas that need work and skills that match your sales objectives when picking training.

Finally, step into the world of Swordfish AI and discover advanced technology for finding contacts. It’s your chance to improve your sales efforts. Try Swordfish AI today and start your journey to sales success!

Frequently Ask Questions 

How can I succeed in sales? 

To do well in sales, remember these three key principles. Firstly, you must know your customer well, then understand your product thoroughly, and finally create a good connection with your potential buyer.

Why does sales training fail?

Sales training can fail primarily because it lacks continuous follow-up and reinforcement. When there’s no ongoing support, the skills that are taught can gradually diminish, resulting in a decrease in their effectiveness over time.

How do I choose the right sales training for my team?

To select the right sales training for your team, identify your goals and challenges, consider the cost, duration, and required expertise level, and choose training that focuses on your team’s specific needs, such as client acquisition, B2B sales, or negotiation skills. Ensure the training aligns closely with your team’s unique requirements.

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