4 Product Training Myths And How To Overcome Them
Your sales department is directly responsible for your revenue, so you want to give them all the support you can. Sales product training boosts earnings by turning your reps into experts on your product and helping them build strong customer relationships.
So why wouldn’t you build it into your regular Learning and Development program?
Organizations don’t always prioritize product training because they don’t see its full value or know how to implement it.
In this article, we’ll debunk some of the myths that may be keeping you from employing product training in your organization. We’ll then show you how it can benefit your sales team and share tips on how to make your training engaging and successful.
What Is Sales Product Training?
Product training is a learning program focused on the ins and outs of your products or services. It covers the features, policies, and best practices that help customers get the most out of your offerings.
Product training ensures your reps have the product knowledge to confidently sell to and support your target customers.
It’s kind of a big deal, so implementing product training for your sales team may seem intimidating at first. But with a good understanding of what it is (and what it’s not) and a little planning, you can move forward with confidence.
Product Training Myths
Before we talk about how sales product training can help your company, let’s talk about why you may be hesitant about it.
Many organizations overlook training sales teams because they think executing a robust training program is beyond their abilities. If they do have training, they misunderstand what it should look like. They end up with an incomplete course and miss out on key advantages.
Here are a few myths that make companies reluctant about product training—and the truths behind them.
Myth #1: Product training is purely technical
People assume training only addresses the technical features and functions of the product they offer.
Truth: Training should cover all the information sales reps need to communicate your product’s usefulness. This can include market analysis (including competitor comparisons), customer pain points, and best practices for using your product.
The right information will turn your sales reps into experts and brand advocates.
Myth #2: Product training is only for tech-savvy people
Product training often involves videos, simulations, and technical walkthroughs. So many people think it won’t be accessible to salespeople whose jobs don’t always involve lots of use of the latest tech.
Truth: Technology often plays a big part in effective product training. But well-designed courses are accessible to all employees. The right sales training platform can help you organize and roll out your course with ease. And a simple, smartphone-friendly interface will make it easy to navigate, engage with, and complete the training.
Myth #3: Product training is only for new hires
Many view product training as a tool to bring new employees up to speed. They don’t see a need for more experienced team members to participate.
Truth: Yes, training should be a key part of your onboarding process. But products, sales processes, and markets are always evolving, and even your top performers benefit from regular Learning and Development.
Myth #4: Product training is a one-time event
Even when they’re open to training sales teams, leaders assume they only need to cover the content once.
Truth: Continuous development is core to successful sales. Even the most seasoned employees need refreshers on the basics. You should update employees regularly on new product features, the latest resources, and best practices for connecting with customers.
How Product Training Benefits Your Sales Team
You profit when your sales team understands your products and services. It’s easier to sell something when you know every detail about it. But the advantages go beyond that. Here are 5 ways product training can be pivotal to helping boost sales.
1. Makes Cross-Selling And Up-Selling Easier
A team member who understands your products can more clearly see connections between client needs and your solutions. They’ll better recognize opportunities to introduce customers to different products. Or to suggest deeper integrations of existing solutions within a client company.
2. Turns Salespeople Into Strong Advocates
When a sales rep believes in your product, they’ll be naturally enthusiastic about selling it. Employees who understand how your product can improve your customers’ lives have greater energy around selling it. They’ll go above and beyond to close more deals.
3. Enhances Sales Reps’ Confidence
Team members armed with market and product knowledge won’t hesitate to push toward a sale. When they can make informative presentations and answer tough questions, they’ll be more likely to step up to conversations. And that means faster conversion and more revenue.
4. Helps Reps Align Solutions With Customer Pain Points
Understanding specific product use cases will help your sales team position your product. They’ll show customers how your solution can address their unique problems. And the ability to offer targeted solutions will speed up the sales cycle.
5. Builds Trust With Clients
When they know your product inside out, your team can answer difficult sales questions. Customers looking for solutions to complex problems will feel comfortable coming to your team for answers. They’ll trust your reps for the best information and most relevant solutions.
Tips For Engaging Salespeople In Your Training
However useful product training may be, salespeople may not immediately be willing to take time out of their busy schedules for it. To get the full impact, you need to help your team embrace this learning opportunity.
Here are a few tips for designing engaging sales training that will get your team’s attention and commitment.
Communicate The Value Up Front
Share what your employees will get from training (including the benefits listed above) in the invite and the course description. If relevant, include endorsements from those who’ve already gone through the training. Add quotes from other employees about how it helped them. Or share customer success stories that happened as a result of the course.
Make The Content Compelling And Interactive
Take full advantage of your LMS features to include engaging media like videos and infographics. Keep training from becoming a passive experience by incorporating interactive quizzes or exercises. Different learners respond to different stimuli. These features will keep their attention and push them to think more deeply about the content.
Make It Accessible With Microlearning
Divide lessons into short, bite-sized chunks that make it easy for learners to focus on one concept at a time. And choose a platform that can be formatted for mobile devices. Today’s learners are used to navigating and accessing information on their smartphones. Make it easy for them to engage by putting your content on a familiar platform.
Product Training Should Be Part Of The Employee Experience
Product training shouldn’t be “just another course” sales teams need to complete. Instead, it should be a natural part of an ongoing development strategy.
Your sales team’s product knowledge is at the core of their jobs. When you invest in training, you boost their ability and motivation to talk to customers about your product. And that means stronger sales and happier customers for you.
TalentLMS
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