It could be highly enticing to think about. A sales representative who is freshly out of the Salesforce training will be equipped with all types of the newly acquired and learned behaviors. But, such a person will be far away from the skills that a sales person with many years of experience. Only the skilled sales person will have the necessary prospects that are needed to close the deal. In such cases, what do you think that the fresh sales representative will do? Well, he or she has to practice the new behaviors that might be a little awkward in the beginning. Sometimes, the person might feel clumsy and uncomfortable, and hence, he or she will revert to his or her old habits to stay in the comfort zone. It has to be kept in mind that the person will already be facing a significant pressure to win the prospects and meet the monthly budget.
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Levels of Salesforce Training
The researchers across the world have taken a lot of time to focus on the Salesforce segment. They have found that there are four levels of the Salesforce training, and each of these levels has a link with another level. This way, all the levels have equal importance, and they are listed below.
There is a very strong statistical association between the first two levels – Reaction and Knowledge. This means that if the sales people grip the training, they will feel quite engaged, and they will also believe that their concerns are heard and accounted during the sessions. This way, they will enjoy the training workshop and eventually, there will be an increase in their levels of awareness. They will get to know about selling as they acquire the selling and technical skills. Similarly, there is a correlation between theBehavior and Results levels. The studies have showed that the sales people will adapt and fine tune their new behaviors and activities, and this will lead to achieving the desired results.
Notably, the levels Knowledge and Behaviors do not have a good correlation between them. This is because people know what they have to do, and hardly the other factors will influence when they do it on their own.
Sales Manager Plays an Important Role
It is the responsibility of the Salesforce manager to move the sales people progress through each of these levels. The Salesforce training in Chennai plays a hand in overseeing every aspect of the training, and it ensures that the levels are properly handled, and different areas are responsible for the components of the levels of Salesforce training. The management is involved in the setting and communication of the desired results that will ensure that they have achievable and realistic plans that can hit the targets. There should be a good collaboration between the seniors and the sales people, and this is where the sales manager plays a major role. He or she organizes the Salesforce training and the sales team. The person can frame solid training programs that will ensure that the business gets maximum benefits through effective learning of the sales team.
However, the management should take up the responsibility to ensure that they have positive people in place to heighten the possibilities of receiving positive reactions about the training program. The participants will have positive reactions once they gain knowledge due to the training. The attainment of new behaviors and activities will also fetch the desired results to the management. The sales manager will play a major role in transferring the knowledge that is acquired into behavior.
Sales Manager has to be Coached Properly
The sustainability of a learning program involves both the team and individual coaching of the sales managers or leaders. This way, the behavior modification program takes place, and it becomes highly effective in demonstrating the skills that the team has learned from the training. The managers and leaders have to train or coach their team at the same skills that they have. This is quite easy as many managers as well as leaders would have not had formal training to acquire these skills.
The sales managers were quite early in the process. Such professionals should think about taking the Salesforce training program as if it is their own training and not one that is run by the company. The reason for this is that the sales manager has to handle the sales team all by himself or herself soon after the training company walks out of the door. The sales manager has to know what has to be done during the training and how to handle the sales people efficiently.
For more details on Salesforce training in Chennai, you can approach Cloud Solutions as the company ensures that the leaders are also calibrated by scoring or evaluating their skills.