DROPSY

[shukla1203]

Sales team training is one of the variables that can make all the difference in the success of a sales operation (and also in the company as a whole). However, many of these trainings end up following a similar logic and are not personalized for each position.



Basic training currently consists of buy lead only professionals who are directly involved in closing deals, teaching qualification tactics and strategies. This is not a bad thing; all sales team training should focus on increasing the company's revenue generation, in addition to the quality of negotiations.



However, it is very common for some sales managers to not pay attention to a relevant piece of information: the sales department is not only made up of salespeople and pre-salespeople. There must be an entire capable back-office structure to help them achieve their goals.



Whether it's Sales Ops professionals optimizing manual tasks and helping with indicator management or the Commercial Intelligence team performing market analyses and generating leads, there are several functions within sales that are essential for the area's good performance.



Any sales team training that does not cover all of these aspects will be incomplete and will end up creating bottlenecks in the backoffice structure that will prevent the company from evolving further.



It is also important to highlight that there is some information that every salesperson must learn, regardless of the role they perform.


General information on sales team training
Every sales process has a basic structure that all team members must know and understand. Typically, there is at least one sales funnel , CRM software , other sales tools , relevant indicators of the sales process , as well as basic points such as knowing the product/service being sold well, as well as the culture of the company in which they will work.



Sales team training should primarily cover all of these points. It is difficult to see a team selling more without understanding at least how the sales funnel works, how to use the entire sales stack in the best way, or having difficulty identifying how the variation in indicators represents its performance.



Setting up a well-designed sales team training structure is not easy and even when it is "finished", it will need to be constantly updated. This is the process that we normally call "living", as it is always evolving to avoid becoming obsolete.



Now that we’ve explained how this general structure works, let’s delve deeper into the specific functions of the process. We’ll talk about specific training for the following functions later in the article:



Business Intelligence
Sales Ops
Pre-sale (both BDRs and SDRs)
Sales Executives


1. Business Intelligence (BI) Training


Commercial Intelligence (commonly known as IC) is a function that, despite being performed by different types of professionals for several years, has had its scope of action formalized very recently.



This professional, as we have already explained in a more in-depth article , is focused on generating lists of leads for the Outbound team, in addition to carrying out market and competitor analyses, constantly providing reports to the sales team.



To train it correctly, you need to follow a very specific step-by-step guide. Below:



Mystery shopping training
Training on ICP (Ideal Company Customer Profile) and Persona
Training aimed at understanding how the market in which you operate works (biggest players , how they grew in the market and other relevant information)
Training in the use of lead generation tools and importing lists into CRM
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bulk lead

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