Product Training
Leverage Your Salesforce with Product Training
Nothing can bring sales growth and improved margins faster than quality product training, delivered by professionals to the salesforce. Most companies leave this as an afterthought and delegate it to overworked marketing people. And that's just for the direct sales people -- the reps get it, if they get it at all, second-hand from the direct sales people in the territory.
Product training should be delivered in the field
Sales reps value their time above all else, and it's hard for them to justify pulling all of their people out of the field for a day of product training, especially if they have to travel to do it. You need to take the training to them, and have your direct people present at each of those sessions, both to show their involvement but also to give them repeated exposure as well
Training of this sort is 2/3 product information and 1/3 show business. It needs to be entertaining to be hold their interest and make it memorable. You're trying to capture their imaginations with what is possible in their territories, and that's not a job for amateurs... professional drivers on a closed course as the saying goes.
Don't wait for the annual sales meeting to start product training
Why would you wait for an annual event to energize your sales force and give them the tools they need to sell the products? Training needs to be an all-year, continuing process. By doing that, you've put your salesforce ten steps ahead of your competitors.
