How to make sales training works?

Since market is very flexible and we cannot precisely predict the future of the market, sales training is very important tools to improve the capability of the sales person in the company.

But sometimes sales training found not effective in improving the salesman capability and will result with additional cost without gain.
To be effective in sales training there are requirement that have to be met as follow:

1. Meet the needs
Training has to meet the salesman needs in improving their skill, adopt their daily activity and real market situation. You cannot train basic salesmanship skill if the needs are negotiation skill.
To understand these needs we have to compare and find the gap between the skill needed in current market situation and the skill mastered by our salesman. By doing so we could predict the right sales training for them

2. Company Goals in both short and long term
All activities made by company have to connect with company goals, this also happened in sales training, if the company goals include becoming the leading company in certain industry or have the largest market share in certain brand, then it have to be supported by capable sales person.
What is the sales person Capabilities Company wish to be are part of sales training program.

3. Commitment
Effective sales training require commitment from both the company and employee to implement the change of behavioral, practice new skill which will result in performance improvements.
Create monitoring form that include key point in skill improvement and reviewed by employee and superior in certain period of time, will strengthen the performance improvement after sales training

4. Speak with their language
Training material has to comply with sales training participant language not only the content but also the delivery, use daily example, real market situation and participant from the audience will make the training become live and easy to absorb by participants

Training is effective way to improve the sales person capability and will resulted in company performance improvement.