A salesperson orientation checklist ensures a smoother onboarding process.
Sales prospecting involves identifying potential customers and generating new leads. Training for these activities prepares participants to develop a systematic plan to fill their sales pipelines. Typically, training courses define prospecting, describe why it is important to a business, show how lead-generation systems work, and describe how to evaluate sales leads. You can develop your own workshops, typically as part of a larger sales-training curriculum, or purchase materials from training providers or consultants. Choose the format and scope based on your needs and budget.
Sales-prospecting training prepares participants to establish a sound approach to making calls. For example, a salesperson should develop a script for leaving voice-mail messages. These messages should clearly communicate the features and benefits of a product or service and give a compelling reason for people to contact the seller for more information. Training also provides tips and techniques for getting referrals and networking with other business professionals to sell collaboratively. Sales-prospecting training also provides participants with resources, such as videos and podcasts that provide advice from industry leaders. These resources typically cover topics such as finding new customers, promoting your business during the holidays, using email and video and selling overseas.
To generate new leads, salespeople need to communicate effectively. This includes utilizing social-media technology, such as wikis, blogs and forums, to garner interest in products or services. Salespeople must be able to start and carry a conversation, handle objections, ask questions and promote their company effectively. Training prepares personnel to manage time well, plan effectively and follow established procedures to succeed at sales prospecting.
A mentoring program connects novice salespeople with more-experienced personnel who provide coaching and guidance. For example, a seasoned expert can show a new salesperson how to develop a prospect list by paying attention to each customer's problems and finding ways to solve them using the company's product or service.
Professional organizations provide tips and techniques for conducting sales-prospecting activities and also certify sales professionals in various industries. For example, the Manufacturers' Representatives Educational Research Foundation offers the Certified Sales Professional credential training, which provides instruction, interactivity and role-playing to improve productivity and profitability. This training provides an overview of consultative selling, time management and goal setting for prospecting. Getting certified helps a salesperson prove his expertise.
Duggan, Tara. "Sales Prospecting Training." Small Business - Chron.com, http://smallbusiness.chron.com/sales-prospecting-training-52272.html. Accessed 19 April 2019.