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[shukla1203]

training is one of the activities within a sales operation that best determines its success. Contrary to what many people think, sales training is not much different than training for a sport or academic exam.



With a lack of practice and a consequent buy lead in professional development, the salesperson's speech can become stagnant, and over time, their performance can indeed decline. As performance declines, motivation also suffers consequences and in the end, a vicious cycle is created with an obvious but sad ending.



So how do you create a training structure for salespeople that keeps them performing well? We’ve already said that it’s easy to plan, but extremely difficult to execute.



Sales training is not the same as sales coaching





As coach Rosanna Von Sacken explains in her article Coach, Facilitator and Mentor – Who is doing what? , there are a number of differences between training salespeople and coaching them. In sales, especially, it is very common to confuse coaching with training.



When segmented correctly, training is a process normally carried out in groups, where technical content is passed on and the results normally come in the long term.



Coaching , on the other hand, is focused on small groups and tends to work on the individual aspects of each person, in order to motivate them and help them improve the aspects they consider to be weaknesses.



Do you understand the main difference? When we talk about training for salespeople, we cover more technical content about sales pitches, building and analyzing sales funnels , how to improve the company's CRM strategy , what are the main sales indicators to be monitored, etc.



Coaching for salespeople is more focused on understanding each person's individual challenges, insecurities and goals in order to help them improve, which will consequently affect the motivational aspect.



In short, training focuses on technical aspects and coaching focuses on behavior. Therefore, when your team does not have the necessary knowledge, you need to train them. If they have the knowledge but are unmotivated, coaching is the best option.



One does not exclude the other, but there is always a best time for each of them to be used.



Another interesting point to be explained before we talk about training for salespeople is to explain something that should be unanimous but unfortunately, it still isn't. We are talking about salespeople being the greatest assets in the process, not tools and flows.
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