FAQ: What Is Sales Training? (Definition and Topics To Teach)

I spent the majority of my professional life as a teacher. I loved my work and it was an enormous responsibility to be tasked with forming the minds of children. I jumped at the chance five years ago to switch career paths and work in educational technology sales because I thought I could improve the learning environment for a lot more children.

I found myself questioning whether I had the necessary skills to be successful in sales as I was deciding whether or not to make this change. I was told I was a very good teacher based on student performance data, administrator reviews, and peer feedback. I had high expectations for myself in my developing sales career because of this.

First lesson: Everyone is different and deserves to be treated as an individual. Teachers quickly become aware of the diverse backgrounds, experiences, and needs that students bring to the classroom. Giving every student the same attention will only lead to failure. I frequently modified my lesson plans as a teacher to fit the requirements of my students. To ensure that my students understood the material, I had to change the content or find new ways to teach it. Similarly, prospects are at various knowledge levels in the sales funnel and require education rather than being sold to. In fact, I’ve discovered that spending time educating prospects on concepts they are unfamiliar with increases my chances of converting them into customers.

Lesson two: Keeping current is crucial. Everything in education seems to be changing on a daily basis, from state and district mandates to innovative teaching techniques to the most recent pop culture fad that students are adopting. It’s essential to stay up to date in all of these areas in order to be a successful educator. The same is true in sales. Effective sales professionals must stay one step ahead of prospects, which requires keeping up with trends and maintaining skill levels. This means that sales representatives must set aside time to continue their education and pick up new skills.

Lesson three: Embrace change. Being met with resistance from other teachers who didn’t want to change their methods, even when those methods were producing subpar results, was one of the things that I found most frustrating as a teacher. Before the iPad was invented, as a brand-new second grade teacher, I started using iPod Touch devices to improve reading comprehension. Although it was intimidating for me to use a mobile device in the classroom for the first time, I knew that my students were interested in and familiar with them. As a result of accepting that change, benchmark reading scores skyrocketed. 78% of my students had accomplished their yearly benchmark by the middle of the school year. However, some teachers objected to my methods and voiced their concerns to the principal. Fortunately, the principal let the results speak for themselves. As sales professionals, we must be willing to adopt new approaches, particularly if the conventional wisdom is no longer valid.

Lesson four: You are part of a team. Teachers and sales executives alike often work within teams. All of the other teachers in your grade level or department, as well as other resource teachers, make up your classroom’s teams. When teachers share what’s working and offer their experiences and perspectives to help solve problems, there is a lot of learning that occurs among grade level and department peers. Because of this, administrators frequently seek out teachers with diverse backgrounds and experiences. The same is true in sales, where team members should be encouraged to share their varied experiences and abilities to help a difficult sale succeed.

Lesson five: You are responsible for your success. Although it might appear that this contradicts lesson four, it doesn’t I felt responsible for a failing student because I was a teacher. I was responsible for each student’s performance and looked for ways to gauge our progress and find fresh approaches. I was held responsible for my classroom’s success if it didn’t proceed at the proper rate. Similarly, sales representatives must be accountable for their own accomplishments, both within the organization and with potential customers. You can’t wait to be told what to do and how to do it in sales because you have to deliver results right away. Particularly in a field sales position that lacks the structure of an office, you must be ready to start right away and possess the discipline to work hard. Adopting tactics that produce results for the business and consistently doing what’s right for a prospect are additional aspects of accountability.

11 Sales Training Basics Beginners MUST Master

What are skills for teaching sales?

Many abilities, such as those related to demonstration, can be helpful when instructing sales This relates to the capacity to successfully instruct others on how to carry out a task, such as making a cold call or interacting with a potentially difficult client. In order to respond to inquiries and provide advice in a considerate, professional manner, instructors for sales training can also benefit from having excellent interpersonal skills. Organization is another trait that can be useful for conducting sales training, as it can aid instructors in time management and in remembering to cover the essential skills that salespeople may need to learn.

What is sales training?

Companies can use sales training as a session or program to instruct new hires on how to conduct sales in accordance with their standards and industry regulations. Many businesses use sales training to inform new salespeople about the other members of their sales team and to explain their preferred sales techniques. This can be a very significant process because it fosters the development of new salespeople’s self-assurance and helps businesses uphold a uniform standard for sales interactions.

What can you teach in sales training?

The following are a few of the most typical subjects you can cover in sales training:


Effective communication is one of the most significant subjects that sales training can cover. This is due to the fact that the majority of sales jobs require regular communication with clients, past clients, and other salespeople. Instructors may discuss techniques like using body language to display professionalism and choosing the appropriate words when interacting with customers when teaching communication skills in sales training. Speaking techniques like breathing and volume control may also be covered in some sales training programs because having these abilities can help salespeople communicate with customers in a clear and consistent manner.


Giving presentations to potential clients or customers takes up a significant portion of a sales career. Because of this, presentation skills, including public speaking and demonstrations, are frequently taught in sales training programs so that salespeople can learn tools they can use on the job. For instance, as part of an exercise to help candidates gain experience presenting information to others, a sales training session might ask candidates to prepare presentations and share them with the class. If a business has specific guidelines for how to conduct customer interactions, they may also provide detailed instructions for how to give demonstrations or product specifications.


The capacity to persuade others to take a particular action, usually the purchase of a good or service, is another crucial sales technique. It can be very helpful for a sales team to learn about how to be professionally persuasive during training because being persuasive can occasionally involve challenges like remaining polite and knowing when to stop. Giving free samples of a company’s goods to prospective customers as a method of gauging their interest and enticing them to make a purchase, for instance, might be one of the techniques covered in a training session.


Relationships are crucial to sales because salespeople typically gain from having strong relationships both with their customers and with the other members of their team. By fostering a collaborative environment, this can aid a sales team in increasing the number of sales they close. It may also encourage customer loyalty, which might lead to more repeat business. Relationship-based sales training can cover subjects like how to listen attentively during a conversation and how to connect with clients, for instance by identifying topics of interest to talk about or learning how to establish trust.


Many sales positions call for salespeople to use creativity and appeal to the emotions of potential customers. To achieve this, it can be typical to use storytelling as a means of connecting with customers and amusing them while you converse. The use of storytelling by salespeople to promote a product is frequently covered in sales training programs. Examples include drawing on personal experiences or crafting a story that portrays the product as a solution to a problem.

Digital sales

Another crucial subject to cover in sales training is digital sales, particularly as technology and e-commerce gain popularity and develop Teaching salespeople how to use digital sales platforms like websites and social media effectively can help make this process simple because many businesses use them to find customers and conduct sales interactions. A sales training session may concentrate on concepts like using social media to connect with potential customers and marketing products on websites when teaching about digital sales.

Additionally, these training sessions can teach salespeople how to create engaging online content that will draw customers.

Time management

Being adept at time management is crucial for salespeople because many of their jobs require them to engage in numerous customer interactions daily. As a result, time management is frequently covered in sales training programs to teach new salespeople how to organize their schedules to allow enough time for each conversation. Offering guidance on how to schedule a day with numerous appointments and how to create a productive routine are two ways that sales training can teach time management.

During the time management portion of the training, you can also show new hires how to use project management software if your company does so.


How do you teach sales?

Photos courtesy of the individual members.
  1. Listen In On To Demo And Pitch Calls. …
  2. Make Training Simple And Customized. …
  3. Shadow A Skilled Salesperson. …
  4. Get Out In The Field. …
  5. Understand Client Pain Points. …
  6. Combine Training Modules And In-Person Training. …
  7. Review Wins And Lost Opportunities. …
  8. Make It Personal.

What training is needed for sales?

Teachers can learn new things quickly Teachers can frequently comprehend and research your product or procedure in order to get ready to transition into relationship sales. They are at ease asking questions, which is yet another fantastic aspect of this. They will gain clarity on a question and know when to stop the sale.

What do you teach a sales team?

Sales Training Programs: 8 Sales Skills You Need to Learn
  • How to Be a ‘Driver’
  • Effective Communication.
  • Digital Sales.
  • Relationship Building.
  • Delivering engaging presentations and demonstrations.
  • Time Management.
  • Sales Skill #7: The Art of Persuasion.
  • Storytelling.

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