Sales training

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James Buchanan Brady, commonly known as Diamond Jim Brady, was a highly effective salesperson for Manning, Maxwell and Moore, a railroad supply company.[1][2]

Sales training is the process of teaching salespeople how to sell more effectively. It helps sales representatives develop the skills they need to sell more efficiently so they can succeed.[3]

Formal sales training can include such topics as: building rapport; sales prospecting; sales presentations; avoiding/overcoming buyer objections; closing sales; getting referrals and customer retention.

Source: What is sales training?

Effectiveness of sales training. Return of investment of sales training for companies

According to HireDNA.com: "A 2020 study by Southern New Hampshire University found that salesperson training can have an ROI of up to 353%. And a separate 2020 study by the Sales Management Association found “teams that invest in sales training and development are 57% more effective than teams that don’t.”[4]

According to the website TrainingIndustry.com:

“ In one study, we included a question that asked participants to rate the quality of their company’s sales skills training program. We found that 10.7 percent of the programs “exceeded expectations,” 42.5 percent “met expectations,” and 43.5 percent “needed improvement.”

What the data clearly showed is that effective sales training has a higher cost attached. Companies with sales skills training programs that exceeded expectations averaged spending $2,870 per salesperson, compared to $2,196 per salesperson for companies with sales skills training programs that met expectations, and $1,815 per salesperson with sales skills training programs that needed improvement.[5]

”


Source: Studies on how effective sales training is
Source: Studies on how effective sales training is

Emotional intelligence training and increased sales performance

The five components of emotional intelligence are: self-awareness, self-regulation, motivation, empathy, and social skills.[6]

Emotional intelligence (EI) "refers to the ability to perceive, control and evaluate emotions."[7]

The five components of emotional intelligence are: self-awareness, self-regulation, motivation, empathy, and social skills.[8]

Many businesses offer their employees seminars or courses on emotional intelligence in order to boost their employees effectively and to create more harmony in the workplace.

According to Forbes magazine:

“ On top of being better team players, emotionally intelligent people tend to perform better. Bradberry discussed how 90% of top performers score highly for emotional intelligence. A study conducted at a Motorola manufacturing site found that employees were 93% more productive after undergoing stress management and EQ training. So why do emotionally intelligent employees perform better? There are several reasons.[9] ”

HubSpot.com reports concerning salespersons and their moods:

“ Long hours, aggressive targets, difficult prospects. For many salespeople, it's all in a day's work. But it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance...
  • Sales teams with high morale were found 21% more profitable and 17% more productive.
  • Highly engaged salespeople achieve a 20% increase in sales.
  • Emotional intelligence is responsible for 58% of professional success.
  • Salespeople with high EQ bring 2x more revenue than those with low to average emotional intelligence.
  • 80% of customers say the experience a company provides is as important as its products and services.
  • 75% of long-term job success depends on people skills, while only 25% on technical knowledge.
  • 64% percent of customers say providing an excellent experience strengthens their loyalty.
  • 61% of buyers have a positive sales experience when the sales rep isn't pushy or aggressive.
  • Customers are most motivated to make purchases when they see the sales rep as a trusted adviser who boosts their confidence...

Sales is a tough grind. It involves long hours, constant rejection, and an "always-on" attitude — and keeping that pace is stressful. It's no surprise that 67% of salespeople feel close to a burnout.[10]

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Developing greater emotional intelligence

A Venn diagram showing the relationship between self-concept, self-efficacy, and self-esteem.

See also: Self-awareness and Self-regulation and Self-control and Listening skills and Empathy and Interpersonal skills and Social intelligence and Mindfulness (Psychology) and Stress management and Peak performance and Sport psychology and Metacognition and Positive thinking and Optimism and Self-talk and Hope and Rational thinking and Critical thinking

"To increase emotional intelligence, focus on developing self-awareness by recognizing your own emotions, practicing active listening to understand others' feelings, cultivating empathy, managing your emotions through techniques like deep breathing, and seeking feedback on your emotional responses to situations; essentially, becoming more mindful of your own emotions and how they impact your interactions with others."[11]

A study of information technology (IT) professionals found that with only two days of training, emotional intelligence scores increased by 7%.[12]

Source: How to increase emotional intelligence

Articles:

Videos:

Prominent sales trainers, sales training companies, YouTube channels and podcasts

Podcasts:

Business to business selling podcasts:

See also

References

  1. ↑ Diamond Jim By Steven Mark Adelson, Irish America, August / September 2010
  2. ↑ M. M. & M., Time magazine. January 24, 1938
  3. ↑
  4. ↑ Investing in Salesperson Training Can Have Up to 353% ROI: Why it Pays to Develop Your Talent, HireDNA.com
  5. ↑ Sales Training: Is It Worth It?, Training Industry website
  6. ↑ Domains of Emotional Intelligence, MBA Knowledge Base
  7. ↑ Emotional intelligence
  8. ↑ Domains of Emotional Intelligence, MBA Knowledge Base
  9. ↑ [The Importance Of Emotional Intelligence At Work], Forbes, 2023
  10. ↑ 9 Stats That Prove Your Mood Can Impact Sales Performance, Hubspot.com
  11. ↑
  12. ↑ White paper - Emotional intelligence
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