Training salespeople: the process & content training professional team

However, many businesses in Vietnam are still deploy training in a discrete way, lack of system, which makes the knowledge quickly “cooled” and staff difficult to apply in practice. The solution to this problem lies in the construction process, employee training, sales, science, persistent, attached with business goals. The same Lac Viet SureHCS find out details in this article.

1. Why the need for organized training clerk post?

Training sales staff is the process of equipping employees with the knowledge, skills and attitude necessary to carry out effective work in sales, customer care and goals to contribute to the sales growth of the business.

Not only stop in conveying information about the product, this process also includes the training, soft skills (communication, persuasion, refuse disposal, customer care), as well as developed business mindset, attitude and service. For example: a salesman, not only know the “product showcase” that also know the question open, listening to the real demand of customers to put the right solution.

Why business need training sales staff often?

• Update product knowledge, consumer behavior new: In the digital age, short product lifecycles, more customer behavior change quickly. Training periodically to help team is always ready to adapt.
• Increase conversion rate and quality of service: According to a survey by Salesforce (2023), the business has a sales team trained and have conversion rates, higher average 18% compared with no program formal training.
• Increase motivation, mounted employees: When are investment, capacity development, staff feel valued, committed to sticking with the organization.
• Optimal cost, operational efficiency: A training program to help reduce errors in the sales process, saving significant opportunity cost, cost to fix.

The application of training methods such as e-learning, coaching, or micro-learning is helping businesses overcome this limitation. Such systems, Lac Viet Elearning allows organizations online courses, flexibility, help salespeople learn anytime, anywhere, track learning progress, is check out the reviews capacity on platform

2. Specific benefits of staff training, sales for the business

A training program for sales staff, it delivers value far beyond the scope of coaching skills. It is the foundation to building business sales team, professional, raise labor productivity, optimize operating costs, creating competitive advantage long-term.

2.1. Increase revenue, productivity, sales

Sales staff are trained properly have the ability to understand the product, capture customer sentiment to flexible handle real-world situations.

For example: a staff knowledgeable skills, ask open-ended questions, techniques active listening will be easy to discover latent needs of the customers, which introduced more consistent products, increasing the likelihood of latch unit.

2.2. Standardized sales process, reduce errors

When business process, employee training, sales, unified, all members of the team are working based on the same standards and scenarios. This helps to remove the status of “strength, every one of you do,” reduce the risks misleading information, especially important in environments that have multiple branches or distribution channels.

A standard process also helps managers to easily measure the effect each stage, from the stage of approach – consulting – key menu to take care of after the sale, ensuring consistency in customer experience.

2.3. Team building, sales professional, long-term commitment

Training not only capacity but also the tools to create powerful motivator for employees. When is business development and investment, they feel respected and valued, have opportunities for advancement.

A sales team is trained not only to sell product but also to “retail experience”. They know how to communicate in a positive, trust-building and deft handling feedback from customers. These interactions contribute to the formation of a positive impression, strengthen brand reputation encourage customers to return.

3. Process, staff training, effective sales

To program training sales staff bring really effective, businesses need to build a process of scientific training, measurable, continuous improvement. This process helps to ensure that all training activities are associated with the business goals, at the same time optimal cost and deployment time.

Step 1. Determine goals and capacity needs grow

The first step is to clarify the goal of training: business want to achieve what the following program, for example, increase the rate of key bills, improve communication skills, or reduce the error in the sales process.

Then, should assess the current capability of the team to determine the distance (gap) between reality and expectations. This can be done through internal survey, reviews KPI or direct interview with the sales staff and team.

For example: if the employee master products, but encounters difficulty when handling objections of customers, training programs should focus on persuasion skills, handle the situation instead of just additional knowledge products.

Identifying the right target at the beginning to help training programs have clear direction, avoid the status of “training for there” just expensive medium does not bring effective.

Step 2. The construction plan, staff training, sales

A training plan sales staff need to be fully present:

• Target audience: staff, new, staff, veteran, or a team of sales manager.
• Training content: professional skills (key menu, refuse disposal, customer care), soft skills (communication, time management).
• Training method: combination of live classes, mentoring, e-learning to flexibly according to the work schedule.
• Budget and duration: the need to balance the reasonable cost between internal training and hire outside experts.

Step 3. Design training content suitable

Training content must be designed based on the actual needs of enterprises, and peculiarities products at the same time combining knowledge – skills – attitude.

The thread should be in the program include:

• Product knowledge, market: help employees understand the core value of the product.
• Communication skills, convincing, pegs sale: building capacity to handle objections, to build confidence.
• Skills customer care and after-sales: increase the proportion of customers back, introducing more new arrivals.
• Simulated practice situations (Role-play): help employees hone reflexes, confident in practical applications.

The materials training sales staff should be digitized updates regularly to ensure information is always new sync. Many businesses use e-learning software such as Vietnam Elearning to create lecture number, storage, study material, help staff to access anytime, anywhere and learn at one's own pace.

Step 4. Deployment training program

Once deployed, enterprises should combine multiple methods of flexibility training to maximize efficiency:

• Live training (offline): matching skills need practice, interactive group.
• Online training (e-learning): help save costs, allowing employees to follow the schedule flexible.
• Coaching and mentoring: mentoring individuals to consolidate practical skills.

In the process of development, it is necessary to systematically monitor progress in learning, completion rates, test results. With platforms such as Vietnam Elearning, business can monitor the learning process and evaluate the quality of training according to KPI, auto certification for employees to complete the course.

Step 5. Reviews improved after training

The effect of the training program does not stop at the end of the course, which must be measurable results through practical work. Business needs assessment at many levels:

• The level of satisfaction of students (survey after training).
• The degree of improvement in individual capacity (through tests, interviews, KPI individual).
• Impact on business results (sales growth, the ratio of customers to back).

According to the Kirkpatrick Model, a training program success must clearly express the behavior change and business results in specific. From the data collected, the business can adjust the content, method or amount of time training for the next period in order to achieve higher efficiency.

A process for training sales staff is standardized, measurement and improvement periodically not only help employees progress, but also ensure the business continually developing competitiveness. That is the key element that helps sales team not only “sell” but also “sold the news” the foundation for the sustainable growth of the business.

4. Content staff training, professional sales

A program of staff training, effective sales should be comprehensive design ensure both equipped with the knowledge platform, just hone your skills in battle, thinking service. The goal doesn't just stop at helping employees “know sales” which is to help them “effective selling” bring revenue and build sustainable relationships with customers.

4.1. Background knowledge: Understand the product, market, customer

This is the platform that helps salespeople have solid base to advise clients in a confident manner. The content should include:

• Detailed information about the products/services: characteristics, advantages, limitations, difference value than the opponent.
• Market knowledge, competitor: help employees locate products and give arguments persuasive sales.
• Portrait customer objective: to understand the behavior, needs, motives purchases to communicate more effectively.

For example, In the technology industry, an employee understand how the product helps customers to save time or optimal workflow will easily latch unit than the read-only attribute features.

4.2. Core skills: Communication – persuasion – Key sale

Main skill is “weapon”, the most important of sellers. Training content should include:

• Communication skills, listen to: employees need to learn how to ask questions open to discover the real needs of customers.
• Skills persuasion and presentation benefits: transform product information into specific value for each group of customers.
• Skills handle rejection: understand the cause behind rejection, feedback ingenuity to keep sales opportunities.
• Skills key sale: identify the appropriate time to propose a purchase without causing pressure.

4.3. Skill modifier: work effectively in a modern environment

During the great conversion of sales staff need to competently support tools such as CRM (Customer Relationship Management), sales reports automatically or platform customer interaction.

In addition, team work skills, skills in time management is also very important to help employees effective coordination between marketing, customer care and aftersales.

For example: Employees know how to use CRM to track customer journey can increase conversion rates average 12%, according to HubSpot Sales Trends Report 2024.

4.4. Thinking services, customer care and after sale

One of the factors determining long-term success of the sales team is thinking, service, regard customer as the center, always geared to long-term value rather than just short-term trading.

Training this section help employees understand that taking care of the after-sale not only maintain the relationship, but also create opportunities for sales, re-buy and recommend new customers.

4.5. Practice situation – simulation of actual sales

Theory is only really valuable when it is transformed into action. Business should be organized sessions, role-play (role-play situations), simulation, process consulting, processing, objection to staff, train the ability to reflex.
This is the part help employees self-confident, flexible professional in the meeting actual customers. Combination of learning and practice to help knowledge “penetrates” more than maintain the long-lasting effect.

5. Document training sales staff – How to build deploy

A training program of the indispensable materials training sales staff is building exercise. The document acts as a “collective memory” of the business to ensure all employees are learning the right content, according to the standard unity easy to update when a product or process change.

Business should incorporate the many forms of learning material to meet the diverse learning styles of employees:

• Video tutorial: illustration intuitive sales process or communication skills.
• E-book, slide lectures, product documentation: help employees easily lookup and refresher.
• Case study (real situations): provides lessons learned from the success or failure.
• Quiz test your knowledge: helps learners self-assess the level of understanding, reinforce memorization.

Businesses should set up process, document management, unified:

• Classify documents according to each level (new staff, employees, managers).
• Periodically reviewing content to ensure the accuracy and updates according to new products or changes to the sales process.
• Assigned to training department or the head of sales group responsible edit, appraisal and approval documents before downloads.

6. Technology solutions in sales training: E-Learning System of Vietnam

In the context of business, increasingly attention is paid to the standardized process staff trainingtechnology now plays a central role in the innovation way of learning and coaching. The application system online training E-learning not only to help businesses more flexibility in the training but also ensure efficiency, consistency, the ability to measure clear.

One of the highlights solutions is currently training system online Vietnam Elearning is designed exclusively for the needs, training, development of employees, business.

Lac Viet Elearning is the foundation online training developed by company shares Information Lạc Việt, with more than 30 years of experience in the field of technology solution business management. The system is built according to international standards, SCORM, fully integrated tools to support teaching to help businesses easily organize courses, track progress, evaluate competencies, and certification staff.

• Organization and management course flexibility: Business can be set up quickly, online courses, virtual classroom or exchange forum internal. The system allows: to Create learning content from multiple formats such as videos, slides, documents PDF, quiz or exercise situations. Authorized students, faculty, management, training clearly. Certificate automatically upon completion of the course.
• Track progress reviews training effect in real time: Lac Viet Elearning provides KPI dashboard training allows managers to track the progress of learning, the rate of completion of the course, the test results of each employee. Managers can evaluate the effectiveness of training in a transparent way, is measuring the degree of improvement in capacity, sales, and from there adjust the training sales personnel more suited to business practices.
• Stock materials focused easy-to-access, easy-to-updates: One of the great challenges of the business is management training materials, discrete lack of synchronization. Lac Viet Elearning overcome this problem by the library of materials focused allows businesses to store, share and update documents quickly. Sales staff can access anytime, anywhere, to re-learn important content whenever needed – things that the live training session can not meet.
• Flexibility training, save cost/time: Compared with model traditional training (focus in class, invited lecturer, venue hire) models online school of English helps business up to 40% of the cost of training and shorten 50% deployment time. This is especially valuable to the sales team have to move often or shift work to help them can still participate in training that does not affect business performance.
• Data analysis report smart: System features integrated analysis of academic data, allowing managers to grasp the trend, the level of interactive learning outcomes of each group of employees. The report can be exported automatically to support effective evaluation of training or as a basis for construction planning, employee training, sales to the next.

Lac Viet Elearning not only is software training that is an ecosystem comprehensive learning, including:

• Web app, mobile learning anytime, anywhere.
• Internal social network to help employees discuss, share sales experience.
• Reminders schedule automatic analysis of the learning process to help employees maintain the habit of learning.

In the context of business needs moderate revenue growth of just optimum costs, application of technology online training is step strategy. Lac Viet Elearning help businesses transform the training of sales staff from expensive task of competitive advantage, indeed, where every employee can learn and apply progress right in the daily work.