Sales has never been an easy job but in today’s competitive market it can be tougher than ever. Customers are better informed and sales cycles continue to increase in length beyond any expectation. Therefore, generic training is not enough for addressing the realities of what these teams face.
While generic workshops or off-the-shelf sessions may provide a “burst” of energy, these interventions do not produce sustained results. This is why more organisations are now considering custom sales training programs that are developed specifically for their team.
At DimenZion3, we have partnered with organisations of all shapes and sizes and across industries. It can be assured that the difference between a customised programme and generic training will surprise you. But how do you realise it is time to move away from generic or workshop style training and develop a custom program? Below are 10 signs your team needs training right away!
1. Sales Numbers Are Dropping
If your sales results are stagnant or declining, and you know you are working hard, you really have a sign. Because generic training may not close the gaps in performance, a customised programme identifies the real reasons for under-performance and structures a training process to fix it.
2. Your Team Can’t Keep Up With Market Changes
Markets are changing at a rapid pace. Whether it is digital transformation, new competitors, or buyers behaving differently, many teams have trouble adapting. Custom training ensures your salespeople are learning tools and strategies that can be applied today.
3. Your Team Has High Turnover Rates
Sales is one of the most pressured and stressful roles, and when people feel unprepared, they will leave. Custom training instills confidence in employee’s roles, decreases levels of stress and provides the tools and knowledge of how they can find success and feel good about retention.
4. You See Different Approaches to Sales
One rep is able to close multiple deals effortlessly, while another rep has the same leads but is unable to convert them into sales. This lack of regularity is always due to an absence of specific methodology and a designed process to follow. Custom training will have everyone following proven methodologies and processes, which represent and align with your organisation’s objectives.
5. Difficulty Selling Complex Products
If your business sells technical or multi-layered products and services, generic sales training might not be enough. Custom sales training programs can be focused entirely on how to help prospects navigate through complex products, enabling your sales reps to have the ease and confidence to sell even more.
6. Customers Aren’t Returning
Closing deals is vital, but client retention is the engine to growth. If client retention priorities are dropping, it is a clear sign the team may need help understanding how to develop better relationships with clients and manage their accounts. Custom training can help to dive deeply into post-sales engagement and whether customers are satisfied with their purchase long-term.
7. Technology is not being maximised
Many companies make significant investments in their CRMs and other tools to improve their sales processes, yet not all salespeople utilise them as intended. If you notice gaping holes in data or have poor adoption rates, you might consider custom training that addresses tool usage and incorporates their usage into the specific processes your orders follow to create the highest return upon your technology spend.
8. Weak ability to handle objections
Objections are part of every sales call. When your people shrink away from having the discussion or lack belief during a tough conversation, it showcases a very clear gap. Custom-tailored training will enable your reps to proactively approach and better handle the specific objections that your business routinely receives.
9. You Can’t Scale Individual Success
A few “superstars” achieve results, while others do not. The challenge is to duplicate that success throughout the entire team. Custom programs highlight the real behaviours of top performers by identifying exactly what is effective and converting them to learnings for the rest of the organisation.
10. Past Training Had No Real Impact
If you have invested in typical workshops before and established that there was little to no impact over the long term, that’s a strong signal. Your organisation has no interest in more theory and instead wants the tactics that speak directly to your market, product, and clients.
Now, why custom?
Custom training programs are different from off-the-shelf products in that they are built around your team’s specific difficulties, industry context, and growth ambition. Custom is practical, relevant, and instantly accessible.
At DimenZion3 we don’t simply do training sessions. We partner with organisations to help them identify their objectives and then develop a custom training program that actually returns real results.
Sales challenges vary from company to company. If you relate to any of the above, it’s probably time to rethink your strategy. Custom Sales Training Programs not only train your sales professionals, but they also shift how your team thinks, behaves, and sells.
By investing in training tailored to your organisation, you prepare your team to not only achieve targets but to consistently beat them. That is how sustainable sales growth is achieved.
