WHAT IS SALES TRAINING?
Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.
This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. And when conducted on an ongoing basis, training continually improves your sellers’ approach to both new leads and qualified SQLs.
WHY SALES TRAINING IS IMPORTANT
We could take paragraphs to discuss the importance of sales training. But it can just as easily be summed up in a few statistics:
Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median salespeople didn’t meet their company’s sales goals during the last fiscal year. (And notably, when the median salesperson fails to reach the goal, at least 50% of the sales team doesn’t either.)
On the flip side, Accenture found that every dollar invested in training yields about $4.53 or a 353% ROI.
And according to Salesforce’s State of Sales Report for 2020, top-performing sales reps are up to 33% more likely to spend time training with their managers and up to 46% more likely to receive outside training from other sales experts.
In other words, effective sales training boosts your bottom line and helps you reach your company’s quarterly and annual sales goals by turning average sales reps into top performers.
But the need for high-quality training runs much deeper than that. Now that more sales teams are working remotely, more sales conversations are happening online via video chat, email, and social media. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up.
THE 5 BEST SALES TRAINING PROGRAMS IN SINGAPORE
While there are lots of training options out there that can help you keep your sales team’s skills fresh, we decided to focus on online sales training programs this time around.
To give you a better idea of why each program is on this list, here are the core criteria we used:
Comprehensiveness: The training courses on this list cover their topics in depth and walk trainees through valuable strategies.
Interactivity: The programs on this list use a mixture of instruction, real-world activities, and coaching.
Flexibility: These courses offer remote and self-paced options to make training easier.
Without further ado, let’s dig into our picks for the best sales training courses in Singapore available today. (Note: this list is organized alphabetically, not by ranking.)
From workshops to full-fledged programs, ASLAN offers a wide variety of options. Courses are tailored to inside sales, field sales, and call center sales teams, and several are designed specifically for managers.
While the programs give concrete examples and strategies, much of the training is focused on developing the right mindset. Under this model, reps are empowered to think more independently and apply what they learn, even when faced with a new challenge.
Here are a few courses that ASLAN offers:
INTelligence™ – Inbound Selling Skills: How to change inbound sales calls into collaborative, consultative conversations
Other-Centered® Selling for Business Development (Field and Inside Sales): How to navigate emotional resistance to sales pitches and earn the trust
QuadCoaching™: A brief workshop to help managers refine their coaching technique
From individual to team training, there are several ways you can give your team ongoing professional development opportunities when using Brooks Group’s interactive sales training courses.
Following the award-winning IMPACT Selling® model, entry-level e-learning courses show trainees how to navigate the sales process smoothly. And, from there, trainees can jump into workshops, known as labs, to refine specific skill sets even further. With multiple assessment options available, testing your team members’ proficiency is easy too.
Here are some unique training programs offered by Brooks Group:
Digital Selling Skills Lab: Includes four workshops on holding successful virtual meetings
IMPACT-U: How to move through the sales process, from prospecting to relationship building, seamlessly
Personality Style Training: How to tailor your sales pitch and communicate with different buyer personalities (DISC)
Offering both a self-paced eLearning solution and instructor-led training, Challenger is a program that any type of workforce can use. All courses and workshops follow the Challenger model and include a wide variety of topics like storytelling, deal innovation, and pipeline acceleration. Challenger even provides certification courses and assessments to those interested in making their training more official.
Here’s a small sampling of their courses:
Activating Customer Mobilizers: How to recognize, communicate with and win over key stakeholders
Challenger Negotiations: How to negotiate using the Challenger™ Selling model
Level Up Workshops: Shorter instructor-led sessions to refine your outreach, discovery calls, demos, and more
Corporate Visions has partnered with leading academic experts from Warwick Business School, Florida State University, and the University of Alabama to offer training that’s backed by science. The courses cover topics ranging from sales to marketing, customer service, and coaching. And each one leans on the findings of modern research in neuroscience, behavioral economics, and social psychology.
Programs are offered in virtual instructor training, instructor-led classroom training, and on-demand online methods, which means your team can refine their skills and techniques from anywhere, anytime.
Here’s a high-level breakdown of some of their available sales programs:
Capture Value: A “counterintuitive” way to negotiate with buyers and close deals
Elevate Value: How to generate a sense of urgency from C-suite level decision-makers to make a purchase
Expand Value: How to protect and strengthen your customer relationships against your competitors
Highspot is a sales enablement platform designed to help you create interactive training courses on everything from writing winning proposals to negotiating, building sales pipelines, growing strategic accounts, and much more. But that isn’t the best part.
With Highspot, you aren’t limited to one sales training program. Instead, you can mix and match virtual instructor-led and self-paced courses from industry experts like RAIN Group, Sandler Training, ValueSelling Associates, and Challenger to create custom learning pathways for onboarding your new sellers, upskilling your existing team members, and improving manager-led coaching.
You can also plug your own sales content into the programs to guide your sales reps in using it and add real-world exercises to help your team practice what they learned. Once you share your program with your sales reps, you can sit back and analyze their progress with the program and highlight areas that need improvement.
Visit Highspot Marketplace to explore complimentary packages from leading sales training courses in Singapore.