Updated Nov. 20, 2020
Sales training involves the personal development of skills and techniques related to creating and exploring new sales opportunities, as well as closing sales for an organization.
An overview of the global market for sales training is published in our annual report, “The State of the Sales Training Market.”
Sales Training Content
Sales training programs often include topics related to client relationship management, better understanding customers’ needs, enhancing communication with clients, providing effective feedback to clients, and improving client interactions.
The learning objectives of effective sales training programs are generally to improve the relationship between sales professionals and their clients, and to also improve the sales performance and close rates of sales professionals.
Students of sales training programs are primarily those who work as sales professionals, sales managers, channel sales professionals, product sales professionals, and sales force automation professionals.
Curriculum Areas for Sales Training
- Sales Methodology Training includes basic communication skills and techniques for sales professionals. The most commonly taught sales methodologies are Spin Selling and Solution Selling®.
- Sales Management Training involves skills for how to manage a sales force.
- Product Sales Training involves knowledge of the products and/or services the sales professional is selling. A common approach to product sales training is teaching how to communicate the features and benefits of the product to the customer.
- Sales Force Automation involves teaching the sales professional how to use online tools to track and report the progress of sales activities.