What does a sales trainer actually do?

What is a sales trainer?

A sales trainer is a trainer that focuses primarily on sales disciplines and works towards getting every sales person to the required standard. They will have a sales plan in place which trains the skills that fit the businesses overall style and approach. So what is a sales trainer? How do they work?

In this guide, you’ll find everything you need to know to get started as a sales trainer, including:

• What a sales trainer is and why they are important.
• The different types of sales trainer and how they work.
• Tips, tools, and best practices to succeed as a sales trainer.

Read on so you can learn how to be a sales trainer!

What is a sales trainer?

A sales training is the backbone of the training department in most sales businesses. They are the ones that create the first sales skills of new recruits that join the business. Sales trainers are the link between the sales person and how the business wants their teams to sell. They set the tone and message that sales people will use when speaking with customers. Ultimately, they create the foundations of the sales process.

Their main responsibilities include creating a sales training plan, training and supporting sales people, providing feedback to both the business and the sales teams, as well as looking at ways to evolve the current training process.

Why is a sales trainer important?

Sales trainers are so important to any business, as they are the first intervention into a sales persons career at a new company. 

• Setting consistent standards: Through training every new sales person that walks through the door, it is great time to manage expectations and define what is expected of each sales person.
• Toolbox: Through the use of a clear sales plan, you can arm each new sales person with a basic set of sales skills in order to perform in their job.
• Relationship: Through working with each new sales person the sales trainer builds a relationship, which in turn helps them identify opportunities in development.

Types of sales training

There are many different types of sales training, and many different types of sales trainers. The fundamental training can be applied at the initial onboarding process such as:

Product Training

Training the product is so important in sales. It gives people the confidence in the product and can be used a good way to position the product in the sales pitch. A good way to achieve this is asking the trainees how they would position the product or service to a customer, what would be the benefits, what questions would you ask to develop a need/want.

Soft Skills Training

Soft skills training helps, especially with new sales people that have transitioned from a different industry or even career. Equip them with the basic skills to perform well in the role. Ways to achieve this is by looking at the current sales process and see what skills are regularly required at each stage of the process, such as rapport, objection handling around certain subjects and asking for the business.

Structure Training

Structure training is great in a script based sales, like in financial companies. Going through the script and how it is structured and why, creates an environment where sales people understand the sales process better and what it is trying to achieve.

How to be successful sales trainer

Being a great sales trainer can be an easy task. You will be experienced with the product and sales process, as well as what is required to succeed in the role. I particularly enjoy the role, as it gives me an opportunity to meet new sales people and understand their strengths and opportunities.

You want to build a relationship, by finding out what is important to the sales people and what it is that drives them. This will help so much when it comes to helping develop the new candidates.

Sales training best practices

The best practices for any sales trainer is to have an open mind when meeting new sales people. Having a genuine interest in what they want to achieve from the role and how the envisage their career at the company.

Listen to what the business wants to do and how they want to achieve their goals. How do they want the sales process to look? How do they want the customers to be addressed? You can develop skills around these ideal to help them strive for their objectives as well as link the sales people’s goals.

Get started with as a sales trainer today

As a sales trainer you can change the careers of many new recruits. Take pride in this, go on the journey with them. You can be a major asset to the company intervening in the early stage of the careers of new employees which in turn helps with staff retention and morale.

Do you need a sale trainer to help you plan your next induction? Contact us so we can help you realise their potential.