You provide your employees with all the training materials they need to carry out a successful sale. Unfortunately, for many organizations, simply providing the material is not enough. Employees don’t always retain information well, especially when it’s only presented to them once with very little opportunity for practice or real-world application. In fact, the “Ebbinghaus Forgetting Curve” has found that most people forget up to 40% of new information after just a few days of its presentation.
So, what does this mean for your business—and your sales training? It means that unless you’re taking measures to really assess the outcomes and success of your training program, it’s probably not doing you (or your employees) much good.
Enter the concept of sales readiness, which, according to Forester, “quips people with the knowledge and skills required to have the conversations needed throughout a buyer’s journey—and assessing whether, and certifying that, a rep can do just that.”
Why sales readiness matters
An important component of the broader sales enablement concept, sales readiness essentially refers to the means by which you evaluate and assess the training outcomes and abilities of your sales staff. Sales readiness matters because having a more capable and confident sales team can:
- increase your organization’s revenue
- provide you with valuable insights and metrics
- improve communication between sales teams and prospects
- boost rep engagement and overall retention
By having a better understanding of how to implement sales readiness assessment in your own organization and how to use sales readiness platforms to your advantage, you can ramp up your training outcomes and fill your sales staff with confidence. Lessonly’s suite of sales training software provides you with the sales readiness assessment tools and other convenient features your organization needs to take things to the next level.
How to use sales readiness software
There are many specific ways in which the right sales readiness software can be used to make your sales training platform more effective. This is by no means an exhaustive list—but we’ve outlined a few of the most popular uses of our sales readiness and sales enablement software below.
New sales rep onboarding
Onboarding new employees is a huge and costly undertaking as it is. When you’re trying to get a brand new employee up-to-speed on how sales are handled at your business, there’s always going to be a bit of a learning curve. Not all employees have the same learning style, and some may require more time in specific areas than others. Unfortunately, trying to decipher and cater to each new employee’s specific learning style and needs can be time-consuming and costly for your business.
This is where having the right sales readiness software can really make all the difference.
Our sales onboarding and training software streamlines the onboarding process by providing new employees with the information they need to catch on quickly. Meanwhile, quick micro-learning sessions that can be accessed from any device make training convenient and effective. By reducing the amount of time needed to onboard a new employee, your business can save money, time, and resources. Meanwhile, new sales reps can hit the ground running and be ready for success.
Sharing best practices with team members
Your sales staff, supervisors, and managers are constantly learning from their experiences. Over time, best practices and standard procedures may change as a result. When it comes time to effectively communicate changes in best practices with your sales staff, a sales readiness platform makes things easier.
Our software makes it quick and simple to update and make changes to training modules as circumstances evolve. From there, managers and training supervisors can provide sales staff with the up-to-date information they need to do their jobs with confidence.
Product launch education
When a new product comes out, setting aside time for hands-on training is a must. After all, you can’t expect employees to be able to effectively sell a product that they don’t understand or know how to use confidently. Fortunately, the right sales readiness software makes it easy to craft custom product launch education training modules that are accessible, straight-forward, and useful to employees.
When employees are confident in their ability to demonstrate, use, and sell a new product, this reflects in their sales outcomes. And of course, that confidence reflects in your organization’s bottom line with increased sales numbers. Furthermore, when employees feel more confident in their ability to sell, retention rates skyrocket and save your business even more money. It really is a win-win situation for everybody involved!
Coaching and feedback
Perhaps one of the best uses for sales readiness software is that of providing your sales team with the personalized coaching and feedback they need to improve their skills and hone in on their training. There is no denying the importance of constant feedback loops in sales readiness training—and unfortunately, you can only expect your team to go so far without the right feedback.
Sales readiness software offers features like on-demand practice phone calls, video email, and more. These features allow your sales staff to get the practice and real-time feedback/coaching that they need to become better sales professionals. Meanwhile, your leadership will enjoy the opportunity to see how sales staff are performing in real-time.
Skill assessment and development
Sales enablement tools like Lessonly’s innovative software also make it easier and more effective to assess your sales team’s skills and overall development over time. This is done by providing you and your leadership with in-depth metrics and analytics that easily integrate with other tools and apps. This allows you to get a better feel for which aspects of your sales readiness training are working versus where you may need to focus more of your time and efforts.
Meanwhile, these in-depth analytics and metrics make it possible for you to see not just how your employees are performing as a whole, but on an individual level as well. From there, you can determine which employees may need a little more assistance or guidance in getting through their training and becoming the best sales professionals they can be.
All of this data, of course, can be used to evaluate your organization’s sales readiness efforts to achieve the best possible results.
Get sales ready with our sales readiness platform
Ultimately, sales readiness software is designed to help you make the most of your sales training and empower your sales team to reach their full potential without wasting any time. With access to micro-learning lessons (which are proven to increase information retention), accessibility from nearly any device, feedback and coaching tools, and plenty of integrations and analytics, our suite of sales readiness tools offer everything your growing business needs and more. Learn more today.