How Can HR Departments Support Sales Training?
We know that great sales training has many benefits: number one, it can help sales pros close more deals. But it can also boost the performance of sales support staff, it can improve sales team morale and employee retention, it can act as an added non-monetary benefit and it can help your sales managers become more effective, achieve better results and grow your business.
Yet, while much of the design of sales training will fall on the shoulders of sales managers, HR has a big role to play in ensuring your sales training strategy is a success. Here’s how HR can support sales training.
Managing the Logistics
Whether your sales training is run in-house or administered by outside accredited experts, HR can support sales training by managing the logistics. It might be easily overlooked but a lot of work goes into ensuring training runs smoothly. Having HR organise things like room bookings, invitations, RSVPs, lunch orders, communications, resources and feedback will allow sales managers to focus on delivering great content. Salespeople are busy. If training is badly organised then it may put them off attending future sessions or worse, mean that they don’t get learning and value they need.
Advertising and Promotion
A lot of time goes into organising strategic and valuable sales training, time that’s wasted if there’s no buy-in from your sales team. HR can help ensure good attendance and participation by promoting the benefits of sales training to both sales performance and career development and including frequent reminders. A great way to promote training is to share testimonials and show the measurable impact.
Being an Innovative Influence
HR has a responsibility to stay up to date with current trends and innovations in training and development. They can provide support to Sales Managers by providing advice on the current best practices for content delivery and learning including gamification, apps, and easy-to-use video and editing tools. They can also provide assistance in researching the best external instructors and training in the industry.
Changing Company Culture
Companies that promote a culture of continuous learning have happier and more effective employees. Both HR and the management team need to take responsibility to ensure this culture comes to pass. HR is responsible for make it clear that your company takes training and development seriously. Ensure time for training is safeguarded and that learning achievements are publicly celebrated. Make participation in training an attractive proposition beyond the learning itself make sure everyone in the company knows what it means to their growth and career opportunities and that it may play a role in decisions about promotions.