Comment éviter les erreurs courantes lors de la formation à la vente ?

Life and training are all about continuous improvement. If you're not getting better, you're falling behind. Regularly check all parts of your training, as even small changes can make a big difference for someone. Always look for ways to improve and adapt. Remember, small steps forward can lead to great success. By continuously improving, you inspire yourself and others to reach their full potential. Embrace feedback and be open to change. The learning journey is ongoing, and every effort counts towards achieving excellence.

To avoid common mistakes in delivering sales training, HR should first ensure a deep understanding of the sales team's specific needs and challenges. Tailoring the training content accordingly is crucial, focusing on practical skills and techniques relevant to their roles. Additionally, fostering active engagement through interactive sessions and real-life scenarios can enhance learning retention. Providing ongoing support and reinforcement post-training is essential to ensure that new skills are effectively applied in the field. Finally, regularly evaluating the training's impact and soliciting feedback from both trainers and trainees helps identify areas for improvement and refine future training programs.

Knowing your audience is an important part of the success of delivering any sales training. Different audiences have different needs, so tailoring your content to their needs will get them the most of their time. Content should also be relevant to the audience, so if you don't know them, how do you know what they need? Audiences always have different ways to internalizing the content, so knowing how to communicate to them will definitely help. Others have touched on compliance training and the dreary tone often found there, but if you can find what motivates the audience, you have a better chance of engaging with them. Finally, knowing the audiences allows you to address their obstacles and pain points, adding relevance.

To avoid common mistakes when delivering sales training, start by thoroughly understanding the specific needs and skill levels of your sales team. Tailor the training content to address these needs effectively and make it relevant to their roles. Incorporate interactive and engaging activities to keep participants actively involved and facilitate better retention of information. Provide ample opportunities for practice and feedback to reinforce learning and skill development. Finally, regularly evaluate the training program's effectiveness through assessments and feedback from participants, making adjustments as needed to ensure continuous improvement.

Es importante disponer de información sobre los diferentes equipos de ventas, sus carencias, son el mejor indicador para elaborar un plan de formación adecuado. La mejor fuente de información, siempre son los propios vendedores, una entrevista personal permite conocer de primera mano las dificultades a las que se enfrentan y las posibles soluciones en forma de recursos de aprendizaje.

Las fuentes de información más importantes, son los procesos que se llevan a cabo para conseguir los objetivos establecidos, los propios vendedores, las conversiones y la información proporcionada por los clientes. Debería realizarse un análisis de las fortalezas, oportunidades, debilidades y amenazas para detectar áreas de mejora. Toda la información obtenida, debería servir para establecer programas de capacitación eficientes que permitan mejorar los resultados.

Setting specific goals is, in my opinion, crucial to avoiding typical blunders when doing sales training. Here's an efficient way to accomplish it: 1. Specify learning objectives that correspond with the objectives and difficulties faced by the sales team. 2. Clearly explain these goals to the participants at the start of the training session. 3. To aid with comprehension and implementation, break down difficult ideas into small, doable steps. 4. Make sure the training goals are quantifiable so that advancement can be evaluated and modified as necessary. 5. Give participants frequent feedback and encouragement to help them learn and stay motivated to meet the goals.

In sales training, vague or unrealistic objectives hinder effectiveness. Use the SMART framework for specific, measurable, achievable, relevant, and time-bound goals. For example, instead of 'improve sales skills', aim to 'increase conversion rate by 10% in the next quarter using ABC technique'. Clear objectives enable evaluation and meaningful feedback.

Não personalizar o treinamento. O treinamento de vendas deve ser tão prático quanto possível. Use simulações de vendas, jogos de role-play e outras atividades práticas.Certifique-se de que seu treinamento está atualizado com as últimas tendências e técnicas de vendas.

Clear objectives allows all those involved to stay focused. They allow measurable outcomes for determining effectiveness and alignment with organization goals. For those developing the training, clear objectives set the framework for content development. But most of all, clear objectives allow for accountability (for trainers and trainees) and continuous improvement.

Los métodos interactivos de formación pueden contribuir a mejorar los conocimientos y habilidades necesarias para lograr aumentar el rendimiento y la efectividad de los equipos de ventas. Algunos de los métodos más efectivos, son los siguientes: - Simulaciones virtuales de ventas. - Métodos de aprendizaje interactivos. - Foros de participación abiertos y dinamizados por personal experto. - Foros y chat de debate. - Role play de ventas por equipos.

Based on my experience, delivering sales training requires the use of interactive approaches. Here's how to incorporate interactivity successfully: 1. Include role-playing exercises to model authentic sales situations and promote involvement. 2. Encourage cooperation and idea sharing among participants by holding brainstorming sessions and group discussions. 3. To improve understanding and engagement, incorporate multimedia components like interactive presentations, case studies, and movies. 4. Use practical exercises and simulations to give participants a safe space to practice newly learned abilities. 5. Throughout the training, welcome questions and feedback to make sure everyone is comprehending and to quickly fix any issues.

Se debe trabajaren un RELATO de manera colaborativa entre los diferentes actores de la compañía con foco en beneficios y luego en el producto que se ofrece identificando los entregables diferenciadores de la competencia, de este trabajo saldrá un relato con una propuesta de valor, un relato para reuniones con clientes, un relato del portafolio, lo anterior te permitirá no depender de la improvisación y del talento personal frente a los clientes.

There are lots of ways to be interactive, but what will be effective will differ based on audience. Not all learners like the same thing. Be it a case study, role-play, group discussions, games, or any other interactivity, make sure the learners are into it.. and always have a back up.

Monologuing: Delivering a one-sided presentation without engaging the audience can lead to disinterest and disengagement. Instead, aim for a conversational approach that encourages interaction and participation. Overloading with information: Bombarding the audience with too much information can overwhelm them and dilute your message. Focus on key points and use visuals or storytelling to convey your message effectively.

Después de la formación, el apoyo debería ser continuo, deberían realizarse tutorías personalizadas o grupales. En ambos casos dirigidas por especialistas en ventas con la finalidad de resolver cuantas dudas puedieran surgir y prestar asesoramiento sobre métodos, estrategias y planes de venta.

Continuing support, in my opinion, is crucial to prevent typical blunders in the delivery of sales training. How to do it is as follows: 1. To support and reinforce learning, give post-training tools like job aids, reference books, and online discussion boards. 2. Create buddy systems or mentorship programs where seasoned salespeople can offer advice and assistance to recent hires. 3. Promote ongoing education for sales teams by holding skill-building sessions, workshops, and updates on a regular basis to keep them up to date on best practices and industry trends. 4. Get participant input to pinpoint areas that need work and adjust next training sessions appropriately.

debemos estar actualizados en lo que hacemos, buscar y complementar herramientas de aprendizaje aparte de la que ya conocemos, elimina las expectativas materiales.Sin acción no hay movimiento. Analiza lo pasado y urge un plan de mejora constante.

Offering ongoing support post-training is crucial for effective application. Learners often need guidance or clarification before implementing new skills. This can include personalized coaching, tailored feedback, or joint-calls-observation to address uncertainties in real-time. Such support creates a safe learning environment, encourages engagement, and ensures learners feel confident in applying their newfound knowledge.

Todas las actividades que realizamos en nuestro día a día deben ser medibles y estar asociadas a evaluación, se debe realizar un acompañamiento y seguimiento de las aciones comerciales establecidas para asegurar la excelencia operacional.

Life, and training, are about continuous improvement. If you're not improving, you're falling behind. You should be consistently evaluating all areas of your training on a regular basis. Something that may seem like a small improvement, can be monumental for one learner. Learn to evaluate and adjust.

Algunas de las preguntas que pueden plantearse con la finalidad de evaluar y mejorar la formación en ventas, son las siguientes: - ¿Se han conseguido los objetivos establecidos? - ¿Cuál es la opinión de los participantes? - ¿Los cursos permiten obtener información sobre los resultados de aprendizaje? - ¿La metodología es adecuada? - ¿Los cursos permiten mejorar las habilidades en ventas? - ¿Los cursos permiten adquirir competencias digitales? - ¿El sistema es escalable? - ¿El sistema permite la interacción entre los participantes? ... y por último habría que evaluar si se ha obtenido el retorno de la inversión realizada para llevar a cabo los planes de formación.

1. Gather participant feedback to determine the training's strong points and potential areas for development in terms of content, delivery, and resources. 2. Examine sales performance indicators to see how well the training is achieving the intended results, such as higher sales, happier customers, and higher customer retention. 3. Examine and update training materials frequently to make sure they are still interesting, pertinent, and in line with changing market conditions and sales tactics. 4. Constantly ask subject matter experts, trainers, and sales managers for feedback in order to get ideas and best practices for improving the training curriculum.

Tailor your message: Customize your pitch to resonate with the audience's interests and concerns. Highlight how your product or service addresses their specific challenges. Use appropriate language: Adapt your language and tone to match the audience's level of expertise and industry jargon. Avoid using technical terms if your audience is not familiar with them. Focus on benefits: Emphasize the benefits of your offering rather than just its features. Show how it can solve their problems or improve their lives.

Sales analysis is very key, this helps in analyzing and evaluating the progress. Data analysis skills are needed. By knowing and understanding the progress it will really help in implementation of more innovative ideas.

To avoid any mistakes during the sales training, you have to analyse training needs, understand your participants requirements, align your training with their culture and values, involve them in the session, and finally evaluate your training by monitoring their performance.

La formación en ventas, debe estar basada en la experiencia adquirida por los diferentes jefes de equipo. Dicha experiencia, integra el conjunto de conocimientos, habilidades y metodologías aprendidas para llevar a cabo el proceso de venta de manera efectiva. Los vendedores son la mejor fuente de información a la hora de poner en marcha un programa de formación en ventas y si además cuentan con experiencia liderando equipos, tienen una visión mucho más amplia, lo que les permite identificar necesidades y áreas de mejora, que necesariamente deben formar parte de los contenidos y que deben ser adaptadas haciendo uso de herramientas de comunicación que permitan recrear de manera práctica el proceso de venta.

Sales training = more than just product features! Don't bore your team with specs. Get them selling with hands-on exercises, live demos, and role-playing! These activities bridge the knowledge-to-action gap, turning trainees into confident salespeople who can close deals. The Power of Engagement: 1- Hands-on Exercises: Simulations that mirror real-life scenarios allow trainees to apply their product knowledge in a safe environment. 2- Live Demonstrations: Showcase your product or service in action. 3- Role-playing: trainees hone their communication & negotiation skills through simulated sales interactions. By receiving feedback & iterating, salespeople develop confidence in handling real-world scenarios.

Tell me and I forget, teach me and I may remember, involve me and I learn” (Benjamin Franklin). One of my favorite quote as a training professional. Since sales is all about action, 80% of program shall consist of interactive activities, role play and simulation exercises. Apart from that, since 80 - 90% of sales training programs has failed according to numerous researches, i would say it's mandatory: i) Sales training program is aligned to to business / organization's needs specifically ii) Analyze, scan and filter to have right audience in the room iii) Individual and group Coaching/support mechanism after training program has been embedded into the program