The World's Top Sales Organizations Trust Richardson Sales Performance for their Role Based Sales Training Needs
As the complexities of B2B selling continue to multiply, it’s more essential than ever to ensure everyone on your team is rowing in the same direction. Expert training can establish a clear baseline of capabilities and skills for your team. However, what should you look for in a training program you select to create meaningful results?
Custom Training for Every Sales Role
Conductors know that their flutists don’t need to know how to play trombone, but they do need to know how to read music. It’s the same in sales. Each role within your sales team serves a specific, special function. Together, everyone must work in concert to achieve your desired outcomes. You cannot create a winning team with a one-size-fits-all approach to expectations or training. The individuals within each role must be masters of their crafts in order for the whole to succeed.
Role-based sales training is the key to aligning the correct knowledge and behaviors of your team members with their job requirements. Within your sales team the need for some core capabilities will certainly overlap – e.g., everyone on your sales team should be able to provide a positive, consultative experience to prospective customers – how each role fulfills on that need will vary based on the kinds of interactions and the purpose of those interactions within your pipeline and process. While an SDR’s depth of consultation won’t match that of a product expert’s, and you wouldn’t expect it to, we must train each role to understand and be able to recognize how to apply these skills to their day-to-day work.
Putting Role-Based Sales Skills Into Practice
If you ask the average sales leader, they’ll espouse the importance of meeting each prospective buyer where they are and adapting the sales approach to gain their trust, buy-in, and selection. But, will each equally – and as emphatically – detail the many reasons they must meet their team members where they are and work to empower and develop their skills based on their roles? It’s something to consider.
If the answer for your organization is a resounding “yes,” then let’s get started developing the right curriculum to upskill your team. Read on, however, if you’re still not sure and let’s explore together the idea of how one capability has many applications and why training must be crafted to help team members understand how to apply these capabilities to their unique jobs.
For example, in a flat sales training program, everyone will learn about methods for gaining trust. Such as what knowledge you need to create rapport and what the signs are that you’ve succeeded or that you’re losing trust. The scripts and curriculum will follow a familiar cadence and flow; likely one that is most adapted to your Account Executives. These closers need to know how to build rapport and relationships in order to convert prospects into clients and win deals.
Learn more about role-based sales training for your team:
Why Richardson Sales Performance
At Richardson Sales Performance we know what a mature, large, global sales organization should look like and how it should operate. Our resources and curriculum are both broad and deep. In addition, our new digital learning platform allows for this innovative and rich content to be broken down and parsed any way our trainers need to in order to add value to your team’s training. To put it simply, we have built a system that offers easy access into the most innovative and useful sales performance educational materials available.
Richardson Sales Performance accomplishes successful role-based sales training through the use of learning journeys for each role, which are created and customized for your organization by our team. The journeys are coupled with prioritized implementation plans based on our assessments and your unique needs. Not only is our training steeped in role-centric curriculum, but we utilize research and data to ensure that the programs align with the learners’ needs to create observable, measurable progress.