Sales is known to have high attrition, short tenure and long ramp up time. Studies say it oven takes reps over a year to get as productive as tenured reps. As an organization, you would like to see revenues coming in early from sales reps. And this is where sales training and onboarding becomes really important. Sales training and onboarding are having a set of processes that the new sales rep has to go through so that he becomes an integrated part of the organization and revenue ready as soon as possible.
Sales training involves doing their orientation, training them on how to use the CRM, your sales methodology, demo training, setting goals, acclimate them to their roles and responsibilities, etc.
The latest trends in this space are most organizations focus more on sales readiness than just training. Training focuses on knowledge about the product, customer, industry and sales methodology and Sales Readiness focuses on preparing the rep for the customer with information, skills, guidance, etc. Sales readiness goes one step further than sales training in the sense that while training and onboarding is a one-time activity, readiness is a continuous process.
What is Sales Training and Onboarding software?
Sales training and onboarding software help managers develop courses, programs, certifications to train and assess rep knowledge and allow them to coach the reps to reduce time to revenue.
This software can be used to store learning material and design personalized training modules for each rep. They also track the process of each rep for their respective modules, assess their performance and identify improvement areas. Managers can further use this information to coach reps and improve training outcomes.
Sales readiness software offers more capabilities in terms of continuous learning. These include microlearning, mobile learning, role play, etc. Since the tools identify your improvement areas, managers can design microlearning modules that will reinforce skills and knowledge with micro-interactions like quizzes, role plays, etc.
Onboard faster - Train continuously - Coach personally
Who uses Sales Training and Onboarding software?
Sales reps primarily use this tool to ramp up on product knowledge, customer details, and organization sales process. They also use them to hone their skills, identify improvement areas, and train themselves to be customer-ready as soon as possible.
Managers use this software to design training and onboarding programs for the sales reps, track their performance, and deliver personalized coaching to sales reps.