Training your sales team to optimize their strategies and techniques across the selling process is, and should be, an investment your company prioritizes. Your team needs modern sales strategies that are proven to work, and the skill set needed to execute them.
However, for many business, investing in a sales expert for each quarter to keep the sales team up-to-date and sharp is not feasible.
Luckily, there are a variety of free — yet effective — strategies that your sales team can take advantage of on a weekly, monthly, and quarterly basis.
Improve Sales Productivity with These 5 Strategies
Here are some of the best ways to keep your sales team on the top of their game that have little to no monetary investment — only time and the willingness to learn:
Take Advantage of Social Media
Social media is one of the most helpful digital outlets that is free. Specifically for sales, LinkedIn is a great platform to connect and engage with thought leaders who are delivering tips on a daily basis.
Have you had a sales trainer work with your team in the past? Encourage the team to connect with and follow this person on LinkedIn. Chances are they’re constantly offering helpful nuggets of information that your sales team can use.
Plus, filling your sales team’s social media feeds with valuable sales knowledge helps to get them in the right mindset before their calls and prospecting efforts.
2. Follow Blogs and Other Digital Resources
Another place that all-star sales experts are sharing valuable information that your team can use is on their blog. But, I understand that not every sales team member is inclined to visit individual blogs in their free time.
So how do you, a sales manager, get your sales team to take advantage of these free goldmines of sales info?
Here are some of my suggestions:
- Subscribe to your favorite sales expert’s blog (or a few blogs) from your shared email account. If you have a firstname.lastname@example.org email that your whole team is on, subscribe from there. The tips will be delivered right to their inbox, and they can read them on their own time.
- Print out blog articles as needed. Do you have an older sales team that abhors technology? If you come across a blog post that is applicable to them, print it out and leave it on their desk. Over time, they can form their own archive of helpful sales tips that is curated just for them.
- Download blog posts when available. A lot of blogs have downloadable PDF or eBook versions. These can be sent around to the team digitally or printed out for their reference when needed.
3. Watch Webinars as a Team
Sales experts are always participating in webinars and sharing valuable knowledge. Sign up for one of these webinars and set some time aside on the sales team’s calendars to watch as a team.
After the webinar, you’ll be able to discuss what was learned together and apply it to your individual company’s needs.
Here are some webinars you might be interested in:
4. Follow Up With Your Sales Expert From Past Trainings
A lot of experts are so happy to hear from past clients (I know I always am!) and are eager to offer tips and help work through issues, at no additional cost.
If your sales expert offers post-training resources, be sure to take advantage of them. Remember: this coach already knows your company and team — and is the perfect candidate for giving personalized assistance.
5. Communicate, Communicate, Communicate
The #1 free way to improve sales team productivity is to communicate with the team. Is everyone on the same page with goals? Does everyone have a grasp on the strategies it takes to achieve those goals? Is your sales team actively talking about what’s working and not working?
If you answered “no” to any of those questions, then your sales team simply isn’t being as productive as they could be.
They might be working hard, but if there is no clear goal they’re working toward or a clear path of how to get there — all the effort is for nothing.
And When It’s Time to Invest…
Reach out to a sales trainer that meshes well with your team and your company’s goals, and who is willing to customize the sales training experience to you.
While sales training might not be free, you can get the most out of your investment by spending time exploring the free resources available from a sales trainer before you make your choice to ensure they’re a good fit.