Inside sales has become the most popular and commonly practiced way to make B2B sales. This has been the case for a number of years, but the restrictions placed on businesses by the pandemic over the last few years has meant that even businesses who did not rely heavily on inside sales in the past have been forced to do so.
Because it calls for a very different skill set to traditional outside sales, in order for any inside sales efforts to be successful they need to be carried out by salespeople who have the right skills. Which is where inside sales training programs come in.
If you’re looking for external sales training vendors, knowing what good inside sales training is like is the first step toward ensuring that your chosen inside sales training programs tick all the right boxes.
We’ve identified a few of the most critical factors to bear in mind while selecting an inside sales training programs provider (although of course we suggest Pearl Lemon Sales)
This shouldn’t come as a surprise to any sales leaders out there, but outcomes are what define excellent inside sales training programs. Simply by moving the needle, you’ll be able to tell if sales training was effective.
Depending on your organization, team, and goals, these “results” will be different. It’s critical to decide on your goals before attending sales training, whether they’re sales units sold or market share won.
This is especially true when working with a third-party sales training provider. Your vendor should be familiar with your objectives, sales process, products, customers, industry, and competition.
To be regarded as “excellent,” any sales training program must help you reach your objectives. Outlining these goals and what success looks like ahead of time is a proven way to ensure that your team gets what they need from their inside sales training.
Ideally the inside sales training provider you work with should be able to tailor an inside sales training program that meets your specific needs and objectives once you have established what those are. We know that many sales training companies don’t do this, but Pearl Lemon Sales do, and it’s one of the many things we are proud to say set us apart.
Make sure your inside sales reps are receiving inside sales training if you’re training them. It may appear straightforward, yet well-intentioned sales team leaders are frequently deceived into believing that “sales training” is sufficient. Using your company’s existing field training to train your inside sales team could cause more harm than good.
The majority of popular sales books and training programs focus on a relatively specific aspect of sales: the dialogue between Person A and Person B. Anyone who has worked in inside sales for a time knows that establishing that interaction in the first place is the real challenge.
Conversation selling and overcoming objections will fall short if your reps are struggling to connect with decision-makers, receive callbacks, locate the proper people, figure out who to call, and catch attention at the top of the funnel.
Ensure that reps are getting on the phone during inside sales training. There’s no reason why training shouldn’t be halted so that representatives can put their new skills to the test, because role-plays don’t tell the whole story, do they?
Live calls to real consumers as part of the training ensure that the training approaches are implemented. Live calling in a secure environment increases rep buy-in and confidence. When reps see the methods in action, they are more likely to adopt, implement, and test them out.
Sales training is a process, not a one-time event. According to the American Association of Inside Sales Professionals, reps have identified “lack of development” as a top five challenge every year for the past five years. They also cited a lack of development opportunities as the top factor for reps departing organizations for pastures new, where they feel they might get the training they need.
It’s a wise decision to engage in sales rep development, but don’t make the mistake of thinking it’s “one and done.” Your inside sales reps want to keep learning, growing, and progressing in their careers. The sales landscape is constantly changing, and to keep up even the most seasoned sales reps will benefit from – and appreciate – additional training to ensure they are prepared for whatever new challenges they face.
Recent research states the average number of development hours per sales employee each year is around 48 hours – or four hours per month. Is your in-house training team capable of delivering this? By being responsible for delivering new hire orientation and dealing with onboarding, most corporate training staff rapidly become overburdened, even if they have the inside sales training skills needed in the first place. A great salesperson does not always make a great inside sales trainer!
Continuous inside sales training from a third-party provider, such as Pearl Lemon Sales, will nurture and advance skills, ensuring that new capabilities are retained while also offering the continuous development that reps want and need.
Are you ready to offer your sales reps the innovative, active and ongoing inside sales training that will take their performance to the next level? Pearl Lemon Sales is ready to deliver.
Contact us today to learn more about how our bespoke inside sales training solutions will help develop and nurture your sales reps higher level sales skills, which will, of course, translate into increased revenue for your firm, making the investment a no-brainer!
Inside sales team training is a different process and requires different skills than traditional external sales uses. The training must be engaging, hands-on, and requires lots of real time practice in order to improve salespeople’s skills.
Using new technology which has created the inside sales process more efficient and innovative, we have created a program which has a specific structure for helping sales teams improve their skills, regardless of experience or seniority. Inside sales training focuses more on data, outreach, and various sales tools. Through courses, workshops, and practice, our inside sales training program will turn any salesperson into a pro.
An inside sales training program includes learning various very important skills. It may be challenging to know exactly how to effectively communicate the product you are selling to a potential client, teaching salespeople how to be more independent and rely on their managers for guidance less, among other things.
Customer relationship management tools helps trainees to see their client relationships in one place. Sales reporting tools show which businesses, and thus strategies, have been most successful for certain businesses.
Pearl Lemon Sales is the right choice for your sales training needs, regardless of which industry your company is in. With experts in every market and seemingly endless resources at our disposal, we will work tirelessly to help your sales training to reflect your company’s values and mission, and help your salespeople be the most effective they can be.
We make sure we completely familiarize ourselves with your products so there is no confusion or miscommunication, and we are equally as invested in your company’s success as you are! Pearl Lemon Sales will give you the best opportunity to expand your business and train your employees with the best strategies around.