Remote selling is becoming an increasingly important part of the sales process, with more and more companies adopting this approach to reach and engage customers. However, as with any new strategy, remote selling comes with its own set of challenges. One of the biggest challenges is ensuring that your sales team has the proper training to be effective in this new environment. In this blog, we’ll explore 7 common mistakes to avoid in remote selling training and how to fix them.
- Neglecting to Set Clear Objectives for Training
One of the most common mistakes in remote selling training is failing to set clear objectives for the training program. This can lead to confusion and lack of focus, making it difficult for the sales team to apply what they learn.
To avoid this mistake, start by identifying the specific skills and knowledge your sales team needs to be effective in remote selling. Once you have a clear idea of what they need to learn, create a training program that is tailored to these specific objectives. Make sure that everyone understands what they will be learning and what they are expected to achieve.
- Not Engaging Learners
Remote selling training can be boring and unengaging, which can lead to poor participation and retention of the material. This is especially true when the training is delivered online.
To fix this, make the training as interactive as possible. Use tools like gamification, simulations, and role-playing exercises to keep learners engaged and make the material more interesting. Encourage participation and collaboration by allowing learners to share their experiences and ask questions.
- Failing to Adapt to Different Learning Styles
Everyone learns differently, and it’s important to cater to these different learning styles in remote selling training. Failing to do so can lead to poor engagement and comprehension of the material.
To avoid this mistake, make sure that your remote selling training program includes a variety of different learning methods, such as videos, podcasts, webinars, and written materials. This will ensure that everyone has the opportunity to learn in the way that works best for them.
- Not Providing Enough Practice and Feedback
Remote selling requires practice, and without it, your sales team will not be prepared for real-world situations. However, many remote-selling training programs fail to provide enough opportunities for practice and feedback.
To fix this, incorporate practice sessions into your training program. This could include simulated sales calls or role-playing exercises. Make sure that learners receive feedback on their performance so that they can improve and apply what they have learned.
- Overloading Learners with Too Much Information
Another common mistake in remote selling training is trying to cover too much material in a short amount of time. This can be overwhelming for learners, leading to poor retention of the material.
To avoid this mistake, break the training down into manageable chunks. Make sure that each section of the training is focused on a specific skill or concept, and avoid overwhelming learners with too much information at once.
- Not Addressing Technological Challenges
Remote selling often involves the use of technology, and it’s important to ensure that your sales team is comfortable with the technology they will be using. It is important to address these technological challenges to avoid frustration and poor performance.
To fix this, make sure that your remote selling training program includes a section on the technology that your sales team will be using. Provide clear instructions on how to use the technology and offer support if needed.
- Neglecting to Measure the Effectiveness of the Training
Finally, one of the most common mistakes in remote selling training is failing to measure the effectiveness of the training program. This can make it difficult to determine whether the training is actually helping your sales team improve their skills.
To avoid this mistake, establish clear metrics for evaluating the effectiveness of the training. This could include things like sales performance, customer satisfaction, or learner feedback. Make sure that you gather data before and after the training program so that you can compare the results and determine whether the training had a positive impact.
Remote selling is a powerful tool for reaching and engaging customers, but it requires a different set of skills than traditional selling. To be successful in remote selling, your sales team needs to have the right training. By avoiding the 7 common mistakes outlined in this blog and following the best practices for remote sales training, you can help your sales team improve their skills and drive better results.
Remember to set clear objectives for the training, engage learners, cater to different learning styles, provide enough practice and feedback, avoid overloading learners with too much information, address technological challenges, and measure the effectiveness of the training. By doing so, you’ll be well on your way to building a successful remote-selling training program.
Citation:
- Kostyo, K. (2020, December 28). How to Train Your Sales Team for Remote Selling. Salesforce. https://www.salesforce.com/blog/how-to-train-your-sales-team-for-remote-selling/.
- Winkelman, R. (2020, May 14). How to Train Your Remote Sales Team: Tips and Best Practices. Hubspot. https://blog.hubspot.com/sales/remote-sales-team-training
Lee, H. (2021, June 28). 5 Best Practices for Effective Virtual Sales Training. SalesHacker. https://www.saleshacker.com/virtual-sales-training-best-practices/
