Building a Team with Sales Skills You (and They!) Really Want
Part of managing a sales team, especially at a growing or large company, is facilitating development of sales skills among team members. Katie Early and Kieran O’Flynn, Hubspot sales managers, recently shared a video within the Hubspot community in which they discussed their role in building a team with sales skills that translated to success.
Being a sales manager means you’re motivated to move the needle at your company in a big way, but you’re also focused on supporting the team members who work with you to make that possible. This means when it comes to training, you should pay attention to both what will improve the team as a whole and what will help your sales staff continue their professional growth. A good sales manager pays attention to each of these concerns and implements skills training options that address each one.
Internal or External Training?
Training can be accomplished both internally by a company trainer, sales manager, or other sales leader and externally by bringing in experts in the field or sending members of the team out into the community to get training. Sales leaders should have the ability and flexibility to mix the types and formats of the training their team receives to keep people engaged and reach those with different learning styles.
For example, sometimes having team members sit in a round table and discuss how they handled a particular aspect of the sales process is valuable because everyone gets an opportunity to share and learn from the others. In other cases, it helps to do simulated sales calls or one-on-one reviews to work with a specific team member on the skills they need to master. For the specific needs of certain team members, being able to send them to a training conference or executive classes at a community college can be helpful.
Training for Top Performers
It is important for sales managers to really get to know the individuals on their teams so that they can not only pinpoint what skills will help the most people, but how everyone likes to learn. Further, you should keep conversations open with your highest performing sales members to find out what kind of specialized training they need or would like to receive. Everyone wants to keep learning and growing, so you shouldn’t ignore the top performers just because they’re doing so well already. Sales teams often have high turnover after 2-3 years. A good sales manager is paying attention to everyone on their team, even the senior members, to make sure they feel like their careers are still moving in the right direction and that the company is invested in their success.
The other consideration for sales managers is how to make this training repeatable. After all, the odds are that if one salesperson needs this training, so will another. Can you replicate the curriculum you prepared by saving slides, taking a recording, or teaching others on the sales team to deliver the training?
If you’re wondering how your sales team can leverage digital data and inbound marketing information, download our guide on automating email followup. It’s packed with more tips for sales teams on customizing and automating lead followup to increase productivity and save time.
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