Sales Training Melbourne
Managing salespeople is challenging. As their manager you need to motivate, organise, and coach them to perform at their best. Unfortunately, many resort to techniques that are no longer effective. These often provide immediate gratification but sacrifice long-term results. For example:
- Offering monetary bonuses for meeting sales targets (the carrot approach)
- Pressuring your salespeople by micromanaging or threatening them (the stick approach)
- Discounting prices to push deals through the door…
…And of course, you could send your employees for sales training!
What’s Involved in Sales Ethos’ Sales Training?
Our sales training is based on the “Kaizen” principle. This means that we aim to improve your team’s performance constantly and incrementally. Each month, we will run two hours of content either at your company’s premises or our sales training venue in Chadstone, Melbourne.
Each month will cover a different topic, ranging from sales skills, personal development, and time management (see below for complete list). These form a holistic and comprehensive way of improving your staff’s job skills, morale, and retention.
As sales training improves attendees’ knowledge, it is critical to pair it with sales coaching to maximise retention and application.
Frequently Asked Questions
Well, it depends! If you run sales training annually, your staff will probably be inspired and work well for a full month or so… And then revert back to old habits. Effective sales training needs to be reinforced on a regular basis. We at Sales Ethos believe it should be monthly as a minimum. This way, lessons are drip-fed, allowing for maximum absorption and application.
Another major factor for sales training effectiveness comes down to individuals. Are they open to learning new ideas and adapting to changing trends? If not, sales training will have little impact (and you may want to consider re-assigning them!)
From Good to Great
Are your sales consultants “B” or “C” performers? If so, sales training may help bridge the gap to turn them into “A” players.
Sales as a Service
Are your customer service staff responsible for selling, but just don’t know how to? In our experience, these people can make a big difference by teaching them selling fundamentals.
At Sales Ethos, we love working with companies with these two situations!
Sales training is most effective when continuously reinforced. After all, it is in our nature to forget and revert back to old habits. Regular coaching, systematic implementation, and continuous reinforcement will all help you to get the most from your investment.
There are many great sales training organisations available in Melbourne. We have great respect for them, and feel that each has their own unique way of contributing to the sales profession. To answer this question, we’d like to offer three main criteria for you to evaluate and narrow your options:
Look for a company that values the same things you do. The sales training must fit the culture of your organisation to ensure mutual achievement of goals. Furthermore, this alignment ensures better uptake and application. Ask yourself – “Does this company’s vision resonate with ours?” and “Will their advice fit with our core beliefs?” If the answer is “no” to either of these, you would benefit from exploring other alternatives.
Accountability for results
Making big claims and promises is easy. Fulfilling them is not! Ask “How will we know your training is working?” and “How can the vendor reduce my risk if things don’t work out?” While it can be difficult to measure the effectiveness of training, you may want to implement qualitative (asking for your sales consultants’ feedback) and quantitative (increased revenue and conversion rates) measures to ensure you are receiving a return on your investment.
Sales training needs to be motivating and practical. Trainers need to be able to prove that their advice works through case studies or rigorous research. Questions you may want to ask include “Where do you source your training materials?” and “What results have you achieved with similar companies?” Choose a vendor that has proven results and based their training on proven methodologies.
As our name indicates, we are all about building a culture of selling where integrity is king. A company’s long-term success is fully dependent on its ability to make and keep its promises. While we do teach sales skills and techniques, these are built upon a foundation of timeless principles. For example, we firmly believe that in every sale, the client must be the bigger winner, and that there must be consistency between what we believe, say, and do.
Our sales training takes a holistic approach to building up salespeople. This means working from the inside-out. We begin with addressing our beliefs about selling, business, and money. By adjusting the core philosophies about these ideas, we set the stage for peak performance in selling.
When engaging with us, we offer two options for sales training seminars – at your company’s premises or a public venue in Chadstone, Melbourne. If held at your business, advantages include:
- Customised content, increasing relevance
- Less time spent travelling, reducing disruption to workflows
- Two 1-hour sessions per month vs. one 2-hour session, improving retention
Here are the advantages of sending your team to public seminars in Chadstone, Melbourne:
- Opportunities for staff to network with attendees of varying backgrounds
- Change of environment, providing a refreshing atmosphere
- Lower investment amount, ideal for companies with limited training budgets
The following topics form the core of our sales training:
- The Noblest Profession
- How to Network and Book More Sales Appointments Fearlessly
- How to Sell Consultatively
- How to Present and Sell Your Solution Persuasively
- How to Handle Sales Objections Tactfully
- How to Negotiate and Close the Sale Confidently
- How to Wow Clients and Gain Sales Referrals Naturally
- Advanced: How to Sell to Corporations Strategically
- Personal Development: How to Maximise Sales Performance Mentally
- Personal Development: How Sales Consultants Manage Emotions Resiliently
- Time Management: How to Prioritise Purposefully
- Time Management: How to Beat Procrastination Scientifically