5 X Ways To Measure The Impact Of Sales Training
Sales training is an important ingredient when you’re building a sales team that’ll perform time and time again. But how do you measure the impact of sales training?
Whether in person or online; there are so many different types of sales methodologies to choose from.
In this article, we’ll look at the five key areas to measure the impact of sales training you’re conducting (or having conducted) with your team.
5 X Ways To Measure The Impact Of Sales Training
Closing Rate
The first important metric when measuring the impact of sales training, is what is your required closing rate – and what is your current closing rate?
If your metrics reveal that you need to be closing one in three prospects, are you on target?
It’s also important to ensure that you measure this across all the various Sales Professionals who have undergone the training; so that you can ensure the sales training is having a wide impact rather than just on a few individuals.
Related article: How to close more sales – a step by step guide
Your Prospecting Rate
What do the current prospecting requirements dictate? Are you across how many leads you need to contact to get a reply or conversation started?
Another important way to measure the impact of sales training, is how consistent your Sales Professionals are when reaching out to your potential clients.
If your staff don’t know how to do so; you may be lacking in basic sales training in this area.
By giving them the adequate prospecting knowledge, you’ll be able to measure the impact of sales training in this area.
Related article: The two types of sales prospecting methods for more sales
Their Process Consistency – An Important Measurement For Your Impact Of Sales Training
An important ingredient when measuring the impact of sales training, is to look within your sales team to assess whether they’re being consistent in their sales approach.
Each member should be using a step by step sales system or process that guides them to consistent enrolments and sales.
If one Sales Professional is selling one way, and other is selling a different way; there won’t be alignment and consistency within your business.
This can ultimately confuse your current and prospective clients, as they don’t know how you’ll present yourself as a business on one day or another.
Ensuring your team understands, and executes a single sales process is a great way to measure the impact of sales training.
Please note: it’s important to ensure your team are follow a structure rather than scripts. As per this article on Entrepreneur, learn why scripts can actually harm your sales.
Are They Staying True To The Price?
Ultimately, the reason we’re in business is to turn a profit on items we sell. If we’re not profitable on the front end; we should definitely be profitable on the back end.
A way to measure the impact of sales training when looking at price, is to measure whether your Sales Professionals know:
- What the ideal price is to sell at
- The price it can be lowered to
- Profit margins on your pricing model
You may be making sales, however if your Sales Professionals are lowering the price beyond profit to get there; you may need to revisit your sales training and sales process.
Related article: The 5 X benefits of online sales training
Decision Makers – A Not To Be Missed Measurement For Your Impact Of Sales Training
A common sales objection Sales Professionals regularly come across, is the “I need to speak to …” objection.
The reason this is so common, is because Sales Professionals often prematurely pitch to the wrong person or engage in dialogue with someone who can’t make a buying decision.
A great way to measure the impact of sales training with your sales team, is whether they’re making an active effort in reaching out and meeting with the decision makers to make a buying decision.
This will minimise the “I need to speak to …” objection, as well as drop the length of time in the sales cycle with your potential clients.
Final Thoughts
There are various ways to measure the impact of sales training within your business or organisation, but these five key areas will help you go a long way to measure the investment.
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