With 51% of businesses switching to or already using sales force and marketing automation, the need for the team to stay on par with these technological advancements is the need of the hour.
The need for and popularity of sales force automation training has thus become indispensable for businesses, primarily to ensure maximum utilisation of the tool in question. Successful training of the sales team, employees, and other stakeholders also ensures the successful implementation of the SFA software.
If you are making a new switch to sales force automation for your business, this detailed guide will outline the easy steps involved in the training.
4 Reasons Why Sales Force Automation Training is Important
The main function of sales force automation is to help the field sales team automate the otherwise mundane tasks of sales reporting, customer data updates, etc. In short, automation streamlines the workflow and also eliminates the possibility of miscommunication.
Following are a few reasons that explain the need for optimal training for using SFA software:
- When the sales team has good training, they are usually more confident in navigating the tool's features without hindrance. This makes it easier for them to check client insights, update the status, and follow up on leads as required.
- With comprehensive sales force automation training, the sales rep can minimise data entry errors, translating to more accurate sales reporting.
- Training alongside team members also fosters a sense of collaboration and helps them better understand the features, especially for the sales team, which has to work together to drive business growth.
- The comprehensive ROI from the SFA investment is maximised when every team member is well-trained and knows how to use the software to its fullest extent.
6 Steps Involved in Sales Force Automation Training
For successful implementation of the sales force automation tool, it is vital that every member in the team that will use the software is well trained.
Following are a few steps involved in the training process:
1. Define Clear Objectives for SFA Training
Start off strong by setting up the basic objective behind the SFA training. Understanding the “whys” and “hows” lays the foundation for successful training.
Some of the common goals behind the implementation of sales force automation tools include:
- Streamlining the sales process by automating unnecessary repetitive tasks like data entry, follow-ups, report generation, etc.
- Increasing visibility by providing sales managers with access to real-time data will allow them to track sales activities more effectively.
- With timely follow-ups, it is easier to personalise customer communication, and SFA software makes that happen.
When you clarify the goals or objectives behind the use of SFA in a business, the sales team can better understand the “Whys,” citing a better interest in learning things.
2. Choosing the Right Training Approach
Every member of the sales team has a specific way of adapting to and learning new technology, be it through workshops, learning modules, or even one-on-one mentoring. Before starting the training process, it is mandatory that you learn about the right training approach for the individual business and then align those with the team’s needs.
Sometimes, a single approach, such as hosting a comprehensive workshop, would be beneficial, and in other cases, a combination of these training approaches would be beneficial.
The best way to find the ideal approach is to conduct proper research and get insights from the team regarding the training approach from which they would benefit the most.
3. Start with The Basics and Foundation
When training sales teams about new technology, it is easier to overwhelm them with a lot of information in a short period. That’s precisely what you need to avoid.
Instead, for effective sales force automation training, starting with the basics and moving on to the advanced features is always ideal. The initial training can begin with:
- Navigating the dashboard
- Data entry and management
- Scheduling and reminders
Focusing on the essential elements of the SFA training ensures that the team is well-versed in the solid foundation of this tool before moving on to understand its complex features.
4. Introduce and Explain Advanced Features Gradually
Sales force automation is an extremely large concept. While understanding every feature in the software is a necessity, especially for smooth transition, you can’t do that at once. It will affect sales productivity and sales insights quite drastically.
Instead, advanced features like sales forecasting, report generation and analysis, geo-tagging and location tracking and integration with CRM and other tools will have to come later.
Once the team has learned the basics, you have to give them the time to process the information, ask questions about queries and then venture into the advanced features.
5. Monitor Progress and Address Challenges
Sales force automation training is an ongoing process. During this period, you need to monitor the progress of the team members and see how they are using the software. You also need to address the challenges involved.
Some factors that can help you monitor each team member’s usage of the SFA system include login frequency, data completeness, and performance metrics.
If you find gaps in these usage metrics, you can ask the team members where they are facing issues and then introduce additional training sessions in between. Not just the challenges, monitoring the progress also allows the sales managers and trainers to identify and celebrate success, incentivising the team members to perform well.
6. Offer Ongoing Support and Refresher Training
One thing about holistic SFA tools is that they are constantly being updated, especially to meet the changing needs of the business. So, when you are training your field sales team, ongoing support and refresher training are a must.
During this, you can update the team members about the updates introduced to the software and then explain how the team members can better adapt to these changes.
Furthermore, continuous support further demonstrates a company’s commitment to its team’s success, fostering better workflow outcomes.
1Channel: Empowering Your Team for Success with SFA Tools
The need for good sales force automation has become integral for every business now. So, if your business is looking to introduce this technology, proper sales force automation training is a must.
With 1Channel, you leave that burden to us. Our team streamlines the integration and the formal training process to explain every feature involved in the SFA tool so the sales team knows and operates the software optimally.
Ready to make a crucial investment in your business’ growth? Book a free demo today!
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