You have hired some great talent for your business by sorting through hundreds of profiles. Now what? The job does not end with hiring raw talent, though. You must have browsed through a thousand copies of certificates and diplomas. But while they signify a prospective employee's theoretical understanding of business dynamics, they tell you nothing about how they would go forward with implementing that knowledge. This is why you need a retail sales training program in place.
An effective retail sales training program must have five features:
1. Use of Multiple Tools and Methods
Your training sessions should not be monotonous. Trainees are very excited about their jobs, and your sessions should harness that energy and channel it for the growth of your business.
Do not give extensive lectures about sales - they have heard quite a lot of it in their college and business schools. Instead, use technology, slides, audios, and videos to educate them about the real world.
Show them how real customers behave and talk. Use snippets of conversations from previous customers and tell them how to handle difficult queries. Engage their minds as much as possible for the best results.
2. Make Room For Creativity
Every trainee has potential, and you should recognise that in the training sessions. You need to make sure that they follow the ground rules of your company. But apart from that, let them be creative.
Give them a situation and tell them to come up with novel solutions to a problem. Laud them when they come up with something unique while filling in the gaps at the same time. Your brand would do best if the training program results in holistic development and not just their skills.
3. Role Play
Engage in frequent role play with the trainees. Pose as a customer and give them new problems to solve. The varied the role play is, the better they are prepared to engage with real customers. Teach them to be persuasive during the role play, without sounding desperate to make a sale. This is a principal aspect of retail sales training, and employees benefit a lot from it.
Yes, even though it is just a training program, provide certain incentives to the employees. They will feel appreciated, and it would motivate them further. You can choose the ‘Best Trainee for the Week’ or offer coupons to the best performers. When the trainees see their efforts recognised from the very beginning, they work harder and learn better.
5. Use of Modular Training
Training sessions can be time-consuming, and modular training programs help you break down training sessions into smaller chunks. You can also include remote learning facilities. Every module should focus on one aspect at a time, and you could evaluate your trainees to see if they have properly understood the module's key tenets.
The modules should be flexible and address the key skills needed for better sales while taking the employee's dexterity into account. Retail sales training provides a solid foundation for your employees to build their skills. Doing this right would mean you have taken care of the most fundamental aspect of your business.