How do you train salespeople at different levels?

1 Assess the level of salespeople

Before you start planning your sales training program, you need to assess the level of your salespeople. This will help you determine their strengths, weaknesses, gaps, and goals. You can use various methods to assess the level of salespeople, such as self-assessments, quizzes, role-plays, observations, and feedback. Based on the results, you can group your salespeople into different levels, such as beginner, intermediate, advanced, or expert.

2 Choose the appropriate training methods

The next step is to choose the appropriate training methods for each level of salespeople. Depending on the level of salespeople, you may need to use different formats, tools, and techniques to deliver your sales training. For example, beginners may benefit from more structured, instructor-led training, such as workshops, webinars, or e-learning courses. Intermediate and advanced salespeople may prefer more interactive, learner-centered training, such as coaching, mentoring, or peer learning. Experts may need more personalized, self-directed training, such as action learning, projects, or online resources.

3 Customize the training content

The third step is to customize the training content for each level of salespeople. Depending on the level of salespeople, you may need to cover different topics, skills, and competencies in your sales training. For example, beginners may need to learn the basics of sales, such as product knowledge, customer service, communication, and closing skills. Intermediate and advanced salespeople may need to develop more complex sales skills, such as prospecting, qualifying, negotiating, and handling objections. Experts may need to master more strategic sales skills, such as account management, cross-selling, upselling, and relationship building.

4 Provide the right amount of training

The fourth step is to provide the right amount of training for each level of salespeople. Depending on the level of salespeople, you may need to adjust the frequency, duration, and intensity of your sales training. For example, beginners may need more frequent, shorter, and simpler training sessions to build their confidence and competence. Intermediate and advanced salespeople may need less frequent, longer, and more challenging training sessions to enhance their performance and motivation. Experts may need occasional, flexible, and diverse training sessions to maintain their skills and update their knowledge.

5 Evaluate the training outcomes

The fifth step is to evaluate the training outcomes for each level of salespeople. Depending on the level of salespeople, you may need to use different criteria, methods, and tools to measure the effectiveness of your sales training. For example, beginners may need to demonstrate their understanding, retention, and application of the sales concepts and skills. Intermediate and advanced salespeople may need to show their improvement, results, and impact on the sales goals and metrics. Experts may need to exhibit their innovation, leadership, and influence on the sales culture and team.

6 Provide ongoing support and feedback

The sixth and final step is to provide ongoing support and feedback for each level of salespeople. Depending on the level of salespeople, you may need to offer different types of support and feedback to reinforce their learning and development. For example, beginners may need more guidance, encouragement, and recognition from their managers and trainers. Intermediate and advanced salespeople may need more autonomy, challenge, and feedback from their peers and customers. Experts may need more opportunities, resources, and rewards from their organization and industry.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?