How to Bring Diversity into Sales Training

Are you a self-driven extrovert who likes to connect with others and juggle a myriad of moving parts? Then chances are you have what it takes to become a successful sales representative. 

But even with these qualities that make someone a prime candidate for a career in sales, positions in sales aren’t as popular as they might have been in the past. 

A few reasons why:

An antiquated training process that fails to stimulate employees

A one-off training session which, while helpful at the moment, has no follow-up session and leaves a slim chance of information retention

Sales teams are often led by successful sales reps that don't know how to lead and coach teams

The business world is constantly changing and success in sales depends on learning to adapt and incorporate current industry trends. Outdated sales pitches won’t cut it in the modern age. 

And trust us, we understand old habits die hard. 

Companies, especially well-established ones, often find themselves in a trap of natural progression where successful sales representatives automatically climb the ladder to leadership roles due to success in their roles. This cycle continues until the company realizes it has a team of leaders who individually, and as a whole, aren’t capable of leading and coaching sales teams, despite their successes on other levels of the company.

Companies facing this challenge often seek sales leadership and coaching from management consultants to build and implement a new modern sales training program. 

Titanium Worldwide believes in the power of these modern sales training programs. And the best place to start a modern sales training program? At the top.

Top-Down Sales Training

Leadership Council

Companies striving to improve their salesforce should create a leadership council that consists of key players from across departments. Monthly meetings with the council create the opportunity for discussion and strategic questions. The outcome? The creation of innovative ideas and solutions. This training tactic helps enhance communication skills and increases the brainstorming of new ideas.

Mentorship Program

Mentorship programs are an impactful way to cultivate relationships within the company and invest in employees. Mentors are able to teach mentees how to own their own sales plans and help them grow within their positions. By adding a human connection, setting expectations, and scheduling consistent check-ins, companies are empowering employees and ensuring they are set up to reach their full potential. 

Fire Games

Salespeople love a challenge. That’s why Firefly, a sales engagement consultancy company and Titanium Worldwide member, uses “Fire games” in its sales training acceleration programs. “Fire games” separates sales teams into different groups and gives each group a marketing scenario aligned with a competitive threat. Each group is asked to solve how it will reposition its product and adjust. After three weeks, another wrench is thrown into each scenario, giving each group one final opportunity to pivot.

This type of game forces employees to think differently and naturally changes how individuals and teams approach business.

Ongoing Training

Sales training can’t be a one-and-done scenario. The business world is always shifting and culture is always developing. For instance, the pandemic forced in-person sales to happen virtually. A company’s salesforce needs to be constantly learning to adapt and partaking in training programs to grow.

How can diversity transform your sales force?

Diversity is about more than bringing in team members from different cultures, backgrounds, and genders. When it comes to hiring new sales reps, companies should consider people with degrees in other areas than business or communications. At first glance, someone that majored in engineering or physics might not seem like a candidate for sales, but that person could have the innate traits of a salesperson and bring a different skill set to the table. 

A diverse sales team gives your company new perspectives, fresh ideas, unique strategies, and the ability to reach a more diverse customer set.

Ready to give your company a competitive advantage? Titanium is here to help you focus on diversifying while investing in your sales force by offering a modern sales training program and focusing on diversifying. Start a conversation with us at ti@titaniumww.com