Avenues for Cultivating Valuable Skills in Graduate Sales Training
University students who are on the verge of graduation may think that their educational experience ends as they cross the stage to pick up their diploma. While universities are excellent places to develop business acumen and communication skills, there is no better test of sales skills than real world. The pressure of deadlines coupled with the changing needs of customers on a daily basis can be overwhelming to young sales professionals. A graduate who wants to hit the sales profession hard after his university days are over needs to find a graduate sales training programme that allows practical applications.
Sales managers and executives don’t expect graduates to know everything from day one. These seasoned professionals do expect a maximum amount of effort from their new charges. One way a graduate sales professional can show this effort is the full use of introductory training sessions through their employer. Retailers, telecommunications companies and others who hire sales graduates offer an orientation to corporate practices and high-selling products. Sales novices need to follow the prescribed curriculum but can impress trainers and executives by asking plenty of questions. Sales trainers work to sharpen each graduate’s skills and graduates can show respect for this work by working hard in each session.
A sales graduate may land his first job through a recruitment firm. The temptation by an eager graduate may be to bypass optional graduate sales training through the recruiter in favour of informal lessons by an experienced co-worker. Recruiting firms are staffed by former sales professionals and experienced recruiters who are intimately familiar with the needs of sales departments. In contrast to uniform corporate training programmes, recruiting firms often create individualized sessions for sales graduates to address specific issues. Sales graduates who want to have extensive training before they set foot in their office need to think about training through a recruiting firm.
Sales graduates need to take it upon themselves to supplement training provided by employers and recruiters. A review of biographies, blogs and magazines featuring anecdotes from experienced sales people can inspire a young professional to set loftier goals. Attendance at public events where a prominent sales executive is sharing secrets to sales success can spur a graduate’s imagination. Many graduates fail to realize that friends, family and former employers offer the best sources of information on sales technique in the beginning point of a career.
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I have no idea how to even start this…any suggestions?
You are a mid level manager for the sales department of a software firm. The organization presently specializes in retail sales but will be launching a Business to Business (B2B) emphasis within the next six months. This new emphasis will require the use of an outside sales force.
As a manager, you are in charge of making the staffing decisions to handle this new project. You will have to assess the skills and competencies of your current 20-person team in terms of the demands of the new project. Since none of your current team has B2B outside sales experience, will six months be enough time to train some or all of your employees on B2B outside sales techniques, or will going to the external marketplace be the best solution?
Your will need to prepare an outline for your firm?s HR department that details the staffing strategy that you want to implement. In developing this strategy, outline your thought processes and defend your recommended strategy.
About Author
Scott Deane is the Marketing Manager of meta-morphose international, a specialist graduate sales training agency. The company have graduate jobs in the UK and Internationally.