The 9 Most Valuable Lessons You Can Teach Your Sales Team

There are many factors that go into developing a great sales team. But the lessons your team keeps top of mind will be traced back to their training. So what should you be sure to emphasize right off the bat?

That’s why we asked nine successful entrepreneurs from Young Entrepreneur Council (YEC) the following question.

Q. What’s the one most important lesson I should emphasize when training my sales team?

1. Learn From Every ‘No’

Sales teams should make it a practice to learn from every “no” so they can understand what it takes to get to a “yes.” Many times, it comes down to just having a bad product-market fit or not being able to successfully answer customer objections. But other times, you already have the answers. They just need to be conveyed in the right way and at the right time. —Andy Karuza, FenSens

2. Be a Problem Solver

The most important lesson a salesperson can learn is that they are a problem solver, not a product pusher. Approaching potential or returning clients with solutions is key to gaining trust and reoccurring business. Steering clients in the direction of their best bet, even if that’s not your business, will always repay itself in the long run. —Kim Kaupe, ZinePak

3. Sell With Retention in Mind

Some salespeople are particularly good at convincing customers to part with their hard-earned cash. However, these same sales reps tend to think of relationships as transactional. To train a successful sales team, encourage them to think about finding and nurturing prospects who will convert into long-term and loyal customers. —Firas Kittaneh, Amerisleep

4. Be Your Customer’s Friend

In service-based industries like mine, it’s all about building a relationship with the customer. You want them to be excited; you want to be their ally. I emphasize that constantly to my team. —Tony Scherba, Yeti

 

5. Believe in the Product

In order to be a great salesperson, you have to truly believe that what you’re selling is in some way, shape, or form helping someone. Confidence helps sell, and if you are not confident in what you’re selling, it comes across on the phone and in the tone of your emails. The only way customers are going to buy your product is if they believe it will help them. —Jayna Cooke, EVENTup

6. Stay Afloat

Being successful in sales means staying afloat in a sea of rejection. It’s important to understand that you will receive 100 noes before you hear a yes. Try to learn quickly from the experience and move onto the next one. —David Ciccarelli, Voices.com

 

7. Remember There’s No ‘I’ in Sales Teams

It’s a sales team. Selfish, siloed thinking is old school. Working as a team creates a happier, more productive environment, and ultimately, better results. —Simon Berg, Ceros

 

8. Be the Customer

Always try to understand what the customer needs. If you know their situation, you can offer them what they’re looking for. So put yourself in the customer’s shoes and ask yourself, “What would you want to hear? How would you want to be treated?” —Daisy Jing, Banish

9. Listen to Your Customers

When a customer reaches out to you, your goal should not be to sell, but to listen. No one wants to be sold anything; rather, they want to talk—often about themselves. It’s important to listen and have the conversation be about them. Read between the lines. Figure out the buyer’s obstacles. What are their problems? If you’re really listening, you can sell them a solution, not just a product. —Nicholas Nadjarian, Industrial Motor Power Corp.

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