In order to represent and communicate company values and benefits to customers, employees have to be effectively trained to do so. And while distributors view training, in general, as valuable, they don't always view existing programs as effective, according to a recent Real Results Marketing survey, presented in Move Beyond Sales Training.
Part of the challenge is that most training is focused on the products, rather than the employees. While product knowledge is important, that type of training doesn't help employees improve how they actually do their jobs.
When employees feel empowered with the skills to affect customer relationships in a more strategic way, they are more satisfied with their jobs and themselves, which translates to greater customer satisfaction.
Take your inside sales people. Right now you're probably relying on them heavily for simple order entry, but what if you provided the training that allowed them to cross-sell more effectively or to ask the right questions to uncover the real issues for your customer? That could quickly translate into a customer who is happier to spend money with you because they know they're getting what they need.
Read more about the importance of expanding your training focus in Move Beyond Sales Training.
