Did you know that less than one-third of employees feel engaged at work?
That means the remaining (over) two-thirds do not feel engaged, enthusiastic and/or committed to the work they are doing.
Thus, as a sales training manager, you have quite a challenge on your hands.
Sales trainers are responsible for working closely with other sales managers as well as upper management in order to create an effective training strategy that will allow a company to improve.
You also have a duty to help your sales reps learn the skills they need in order to grow your business.
But have you noticed your sales team’s performance drop significantly lately?
Does your team seem unmotivated or unable to sell on a regular basis?
If so, then maybe it is time to reassess your tactics as a sales trainer and find out what you can do to inspire your team to feel fully engaged and reach their true potential.
Check out these 3 valuable tips that will help you become an inspiring sales training manager.
1. Improve your communication
Communication is extremely important when it comes to running a successful business.
In fact, statistics show that businesses with effective communication are 50% more likely to have lower employee turnover.
Not only that, but in one study 33% of employees said a lack of open, honest communication has a negative impact on employee morale.
Therefore, as a sales training manager, it is important to find a way to clearly, consistently and openly communicate with your sales team so they understand:
- They can come to you for guidance and advice when they need it
- How to overcome their selling weaknesses and improve their sales techniques
- The true benefits of selling as a career
By communicating to your sales team using this approach, you can develop a strong team that is committed to excellence and committed to selling your company’s products or services.
And if you can sell your team on performing their job well every day, you can become an amazing asset for your company.
Here is a suggestion to help improve communication between you and any struggling salesperson:
Spend some time shadowing a rep and discussing the results of his/her sales calls with her.
This will allow her to find her own mistakes and develop strategies that will help her during her next sales opportunity.
Ask her questions relating to the call so she can analyze any errors she might have made and offer some suggestions to help her improve.
When you allow your reps to evaluate themselves, they can begin to develop into true sales professionals who can close sales confidently and consistently.
2. Practice self-awareness
There are probably few people who enjoy hearing that they need to become more self-aware.
If you are self-aware, then you should already be reaping the benefits.
If not, however, this is not a knock on your character or abilities as a sales trainer—it is just a helpful suggestion that will get you further with managing your sales team.
So why is self-awareness so important?
Being more self-aware allows you to stay grounded and focused.
When you are grounded, you become more efficient at staying on task, and you are also able to connect with your team more effectively.
But learning how to become more self-aware is not always simple.
So here are a few tips on how you can improve your self-awareness:
Know your strengths and weaknesses.
Sometimes it is difficult to admit you are weak in a particular area of your work.
But being self-aware means knowing your limitations, and more importantly, asking for help when you need it.
By doing this, you are not displaying your weaknesses—you are proving that you are a team player and results-driven.
Understand your emotional triggers.
When you act out against someone in anger, you may not realize that you are losing control.
This lack of control is a sign that you might lack self-awareness. You see, when you are self-aware, you are able to identify your emotions as they occur.
With the ability to sense when you are experiencing an emotional trigger, you can process information logically (instead of emotionally) before communicating with your sales team, which usually yields positive results.
For every good sales training manager, setting boundaries is a necessity—it is also what countless managers tend to struggle with.
Why is that?
Because as a leader, sometimes it is difficult to know when you need to guide with a firm hand or a soft touch.
Sure, you want to be kind to everyone, but you should not be a pushover.
At the other end of the spectrum, you should not intimidate your team into working harder or making more sales, because it will usually end up in a negative experience for you and your sales reps.
Either way, it is important to set boundaries with your sales team so that they respect you as a leader.
Where should you start?
Create some structure by holding regular full-group or one-on-one meetings (or both), and make sure to hold them consistently.
During these meetings, make sure to set an agenda and take advantage of this opportunity to learn about your sales team’s strengths and weaknesses.
Clearly let your team know what you expect from them, how important it is to accomplish their goals as a team and how it can help your overall business grow and succeed.
When you set boundaries like these, it shows your team that you value your company and all of the hard work you put in every day.
3. Focus on your Team
As a manager, you are only as good as your team.
And at the end of the day, salespeople want to get something for all of their hard work.
So here are a few ways to show your team that you appreciate them and their efforts:
- Show them respect – Rewards and bonuses are all great, and many sales reps will require that alone, but your team as a whole will likely improve their productivity if they know that you respect their hard work and dedication.
- Avoid micromanaging – Just as you do not want someone breathing down your neck during work, your sales reps share a similar dislike for this practice. A true leader knows when to step back and let his team do what they are good at.
- Encourage their growth – Encourage your sales team’s growth by suggesting things that will improve their personal development outside of your company walls. You can let your salespeople know about upcoming marketing events or encourage them to read personal success books that can show them the path to success from another person’s perspective.
Overall, being an inspiring sales training manager is similar to being a productive sales rep, because it requires focusing on others.
By improving your communication, practicing self-awareness and focusing on your team’s needs, you can give them a huge boost in confidence and productivity.
And as you shift your focus to how you can help them do their job well, your team will respect you and be inspired to follow you through even the most challenging of times.