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Eight Essential Skills Every Sales Training Program Should Cover

Essential Sales Skills

Sales training is crucial for the success of any business that relies on selling products or services. Here are some reasons why sales training is important:

Improved Sales Performance

Sales training helps salespeople develop the skills and knowledge they need to sell effectively. This can lead to improved sales performance, increased revenue, and better customer relationships.


Sales training ensures that all salespeople have a consistent understanding of the sales process, product or service knowledge, and communication skills. This can help to ensure that customers receive a consistent experience regardless of who they interact with.

Better Customer Experience

Sales training can help salespeople understand the needs and wants of their customers and provide solutions that meet those needs. This can lead to a better customer experience, increased customer loyalty, and improved customer satisfaction.

Increased Employee Retention

Investing in sales training shows employees that the company is committed to their success and career development. This can lead to increased employee retention, as employees are more likely to stay with a company that invests in their professional growth.

Competitive Advantage

Sales training can provide a competitive advantage by enabling salespeople to differentiate the company's products or services from those of competitors. This can lead to increased market share and profitability.

The Benefits of eLearning for Sales Training Programs

eLearning has become an increasingly popular method for sales training, and for good reason. Here are some of the benefits of eLearning for sales training:

  • Flexibility: eLearning allows salespeople to learn at their own pace and on their own schedule. This can be particularly beneficial for salespeople who are busy with customer meetings and other responsibilities.

  • Cost-effective: eLearning can be more cost-effective than traditional classroom training, as it eliminates the need for travel, accommodations, and other expenses associated with in-person training.

  • Consistency: eLearning ensures that all salespeople receive the same training and have a consistent understanding of the sales process, product knowledge, and communication skills.

  • Customization: eLearning can be customized to meet the specific needs of a company or sales team. This can include personalized training modules, quizzes, and assessments.

  • Engagement: eLearning can be more engaging than traditional classroom training, as it can incorporate multimedia elements such as videos, animations, and interactive quizzes.

  • Analytics: eLearning platforms often provide analytics and tracking features that allow companies to monitor the progress and performance of their salespeople. This can help companies identify areas where additional training may be needed and track the ROI of their training investments.

Build an Effective eLearning-Based Sales Training Program

Here are the steps to build an effective eLearning-based sales training program:

  1. Define learning objectives: The first step is to identify the learning objectives for the sales training program. This should include the knowledge, skills, and behaviors that salespeople need to develop to be successful in their roles.

  2. Develop content: Once the learning objectives have been identified, the next step is to develop the content for the training program. This can include videos, interactive quizzes, case studies, simulations, and other multimedia elements.

  3. Choose an eLearning platform: The next step is to choose an eLearning platform that meets the needs of the sales training program. The platform should be user-friendly, customizable, and include analytics and tracking features.

  4. Develop assessments: Assessments are a critical component of any eLearning-based training program. Assessments should be designed to test the knowledge and skills that salespeople need to develop and should be aligned with the learning objectives.

  5. Incorporate feedback and iteration: Feedback and iteration are key to building an effective eLearning-based sales training program. Salespeople should be given the opportunity to provide feedback on the training program, and the program should be iterated and updated based on that feedback.

  6. Provide ongoing support: Ongoing support is critical to the success of an eLearning-based sales training program. Salespeople should be provided with access to resources such as online forums, coaching, and mentoring to support their ongoing development.

  7. Measure results: Finally, the effectiveness of the eLearning-based sales training program should be measured on an ongoing basis. This can include tracking sales performance, assessing the retention of learning, and evaluating the impact of the training program on business outcomes.

Eight Essential Skills Every Sales Training Program Should Cover

There are several essential skills that every sales training program should cover to help salespeople succeed in their roles. Here are some of the most important skills:

1. Active Listening

Salespeople need to be able to listen carefully to their customers' needs and concerns. This requires active listening skills, including asking questions and clarifying information.

2. Effective Communication

Salespeople need to be able to communicate clearly and persuasively. This includes the ability to craft compelling messages and presentations, as well as the ability to adjust communication style to different audiences.

3. Relationship Building

Sales is a relationship-driven profession, and successful salespeople need to be able to build strong, long-lasting relationships with their customers. This includes developing trust, understanding their customers' needs, and being responsive to their concerns.

4. Time Management

Salespeople need to be able to manage their time effectively, prioritizing their tasks and activities to maximize their productivity and meet their sales targets.

5. Product Knowledge

Salespeople need to have a deep understanding of their products or services, including their features, benefits, and competitive advantages.

6. Negotiation Skills

Salespeople need to be able to negotiate effectively, including understanding their customers' needs and priorities, developing creative solutions to meet those needs, and advocating for their company's interests.

7. Sales Process Management

Salespeople need to be able to manage the sales process effectively, including identifying leads, qualifying prospects, managing the sales pipeline, and closing deals.

8. Problem-solving

Salespeople need to be able to identify and solve problems that arise during the sales process, including objections from customers, competitive challenges, and other obstacles.

About LMS Portals

At LMS Portals, we provide our clients and partners with a SaaS-based, multi-tenant learning management system that allows you to launch a dedicated training environment (a portal) for each of your unique audiences.

The system includes built-in, SCORM-compliant course authoring software that enables most anyone to build engaging courses quickly and easily.

We also offer a complete library of ready-made courses, covering most every aspect of corporate training and employee development.

If you choose to, you can create Learning Paths to deliver courses in a logical progression and add structure to your training program. The system also supports Virtual Instructor-Led Training (VILT) and provides tools for social learning.

Together, these features make the LMS Portals platform the ideal solution for your eLearning-based sales training program.

Contact us today to get started or visit our Partner Program pages

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