Your sales team is one of your most important assets in business. To achieve your company objectives, you need to invest in ways to help them grow and succeed. Companies choose to invest in product development, marketing, and recruitment but too often sales training is overlooked.
An effective training program or sales course is a quick and low-cost solution that can help increase results in a short period of time – whether you are looking to improve your mindset, advance your processes, or increase your skills. Unfortunately, anyone can put out content these days, so there’s a lot of bad sales advice.
The right sales course is an investment in your overall lead generation strategy. To help you find the right program for your company’s needs and budget, we’ve compiled a list of the top pieces of training rated by sales professionals like us.
Why Invest in a Sales Training Course?
Sales training is one of the most important competitive advantages your company or team can have. Studies on high-performing sales cultures show that following training provided clear expectations and kept the team motivated and moving in the same direction, more than teams who did not use training. Sales training also helped provide those teams with a standard of measurement to help improve their performance quarter over quarter.
A well-trained sales team can:
- outsell your competitors
- build stronger relationships
- scope out better opportunities
- quickly navigate customer interactions
- close more sales
Motivated sales professionals want to stay on top. If you don’t make employee retention a part of your strategy, you’ll spend more on high turnover and burnout from not performing well. The right development opportunities show you are invested in their success. If you are looking to increase revenue and have a more satisfied team, you’ll need to fully tap into their expertise and talent.
So, why aren’t more companies investing in sales training?
For most sales managers, it’s not for a lack of trying. Inadequate use of the training materials or a lack of commitment from sales reps lower success rates – causing blame to be put on the sales training, instead of the strategy. Too many companies choose the wrong programs to invest in or don’t follow through with them properly.
Tip #1- When it comes to choosing the right sales training, you need reliable information from professionals in the industry with a proven track record. It’s easy to get caught up on the profile of a fancy-looking sales consultant, but if they aren’t working with clients in your industry or don’t have a real feel for the market, chances are you won’t find much success.
Tip #2 – It’s a huge mistake to jump head-first into training without a plan in place for testing and practicing what you’ve learned. Sales trainings are more than just an hourly time commitment sprinkled throughout the year – skills need to be reinforced through continuous coaching, observation, practice, and feedback.
Tip #3 – Before choosing a training initiative or sales course, sales managers should make an objective evaluation of what is already working and what areas needs to be strengthened or improved. Depending on your size and budget, different courses can offer more or less guidance and testing. Self-paced courses are now extremely popular but require more self-discipline.
Hubspot recommends looking over your criteria in the following ways:
- Location: Is the training delivered virtually, or will the trainer come to you?
- Length: How will you fit training into your and/or your sales team’s schedule?
- Focus: Does the theme address a challenge you or your reps are facing?
- Price: Can you anticipate the return of the training will be at least five times its price?
- Intended audience: Are you in the relevant industry, market, or role for the specific training you’re after?
Tip #4 – While you can just pick and choose different courses on different lessons, sales trainers often recommend starting at the top of your funnel and working your way down through the processes on a singular methodology.
Tip #5 – Don’t listen to bad sales advice! Your sales team needs to know “what to do” and “how to do it” successfully and in alignment with your company values and standards.
Tip #6 – And while solid advice never goes out of style, we’ve found that most materials before 2020 won’t have as high success rates due to the changing nature in which B2B companies buy and sell.
Top Rated Sales Courses for Your Sales Team
With so many options in the market, it can be difficult to find the right training for your sales team. To help, we rounded up some of the most valuable sales courses through a wide variety of methodologies and price points to get your team closing deals with speed and confidence.
The Art of Sales: Mastering the Selling Process Specialization
This course is held by Northwestern through Coursera. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. The lessons will help you understand how to stand out, attract customers, and build support for your initiatives within your company. The Course contains four segments: Customer Segmentation, Connecting with Sales Prospects, Sales Pitch & Closing, and Building a Sales Toolkit for Your Process.
RAIN Selling: Foundations of Consultative Selling
Foundations of Consultative Selling is a top choice for relationship-based sales due to its customized, modular approach to expanding sales skills to navigate complex and high-value sales. This course gives your team the skills they need to uncover the full set of buyer needs, craft compelling solutions, and make a strong impact case to win. Modular Approach to Consultative Selling Skill Development. With over 70 portable, modular blocks, The Rain Group will work with you to design a custom plan that meets your needs.
The H2H Method
With The H2H Sales Scripts Course, you can learn how to double your appointment setting rate using the same, proven system the Superhuman Prospecting outsourced SDR team has been using to increase appointments and results by over 50%. The course is designed to help you build trust with prospects – decreasing hangups and increasing your cold call conversion rate and conversation rates with decision-makers. It includes over 120 minutes of video lessons on modern cold calling techniques along with breakdowns of 5 script examples.
The IMPACT Selling Seminar
The Brooks Group offers a completely online sales training course that could be great for improving your team’s skills whether they’re working from home, full-time in the office, or hybrid. This course is made for sales professionals and teaches the IMPACT framework of converting prospects to customers. IMPACT is short for Investigate, Meet, Probe, Apply, Convince, Tie it up. The course has six two-hour sessions that focus on helping sales teams improve sales and margins, formulating effective questioning, pre-call planning and positioning, and adapting to prospects’ buying styles.
Sales Insight Lab
Get the training, mentorship, and accountability you need to crush your sales goals with the Sales Insight Lab with Marc Wayshak. Courses are made for both individual sales reps and full sales teams. This course is designed for high-level salespeople and sales-focused entrepreneurs who are looking to increase their sales results.
B2B Phone Skills Course
In this training program from SalesBuzz, inside sales professionals will learn how to engage prospects, book appointments, delve into their prospects’ motivations, resolve their concerns, and close more sales deals. Packages include pricing for individual sales reps to Fortune 500 company teams. There’s a graded exam after every training session, so reps can gauge their understanding and sales managers can monitor progress.
Sales Mastery: Proven B2B Sales Strategies and Techniques
This course aims to teach sales reps how to keep the B2B sales process moving smoothly and effectively. Valuable to any rep, business owner, or entrepreneur who wants to improve their B2B selling. Discover how to find your perfect customers, convince those customers to buy, and develop long and strong relationships. Udemy’s “Sales Mastery” course also helps sales reps familiarize themselves with the most common customer rejections and arms them with appropriate responses designed to overcome sales hurdles.