10 Best Sales Training Techniques for Managers

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – W. Clement Stone.

This quote highlights the importance of a well-trained, confident sales team.

According to a McKinsey report, companies with solid sales training programs can grow their revenue up to 30% more than their competitors.

As a manager, are you equipping your team with the tools they need to excel?

How can you make sure they’re prepared to handle objections and close deals effectively?

In this blog, we’ll uncover 10 essential sales training techniques every manager should know to empower their team and drive consistent, outstanding results.

What is Sales Training?

Here is a simple definition of sales training from Gartner.

“Sales training is the process by which a company trains the front-line commercial staff to drive engagement, effectiveness and ongoing development.”

Now, let’s understand what it means.

Sales training is the process of teaching sales professionals the skills, tactics, and strategies they need to succeed in selling products or services. It focuses on areas like –

Understanding customer needs
Effective communication
Building relationships
Handling objections
And closing deals

Good sales training also includes staying updated on industry trends and using tools like CRM software. The goal is to improve the team’s confidence, performance, and results. Whether it’s for new hires or experienced salespeople – training guarantees everyone is equipped to meet targets and adapt to market changes.

What are Sales Training Techniques?

Sales training techniques are methods used to teach and improve the skills of sales professionals. Common techniques include –

Role-playing to practice real-life scenarios
Workshops to build specific skills
And video training for flexible learning

Modern and advanced sales training techniques also include digital simulations and data-driven insights to track progress. These methods aim to boost confidence, productivity, and overall sales performance – making teams better equipped to achieve their goals.

Types of Sales Training Methods

Sales training techniques vary widely – offering different approaches to help sales teams improve their skills. Here are some popular types:

Instructor-led training: Traditional classroom-style training led by an expert. It’s interactive and allows for immediate feedback, ideal for team learning. Studies show that almost half (44%) of small businesses prefer instructor-led training for their employees.
Role-playing sessions: A hands-on method where sales reps practice real-life scenarios. This helps them build confidence and improve their ability to handle objections and close deals.
Online training modules: Digital courses offer flexibility, allowing salespeople to learn at their own pace. E-learning increases retention rates by up to 25%-60% compared to traditional methods.
Workshops and seminars: Short, intensive programs focused on specific skills like negotiation or lead generation. They are great for gaining insights from industry experts.
On-the-job training: Learning by doing under the guidance of a mentor or manager. This selling skills training method is practical and helps reinforce skills in real-world settings.
Coaching and mentoring: Personalized guidance to help individuals improve specific skills or overcome challenges. It is one of the most effective methods for long-term growth.
Simulation-based training: Using technology to mimic real sales situations, like handling virtual customers. This is engaging and helps reps prepare for complex scenarios.
Blended learning: Combines various methods, such as instructor-led training with online courses. This selling skills training provides a comprehensive approach to skill development.

These sales training techniques offer unique benefits – helping teams succeed in different aspects of sales.

Benefits of Sales Training

Sales training offers valuable benefits for both sales teams and managers. Here is how it benefits both groups.

For Sales Teams

Improved skills: Selling skills training helps team members learn new techniques, improving their ability to engage customers, handle objections, and close deals.
Increased confidence: With the right training, salespeople feel more confident in their abilities – leading to better sales conversations and higher success rates.
Better customer relationships: Training teaches how to understand customer needs, resulting in stronger, long-term relationships.
Higher sales performance: Well-trained teams are more likely to hit their targets and bring in more revenue.
Adaptability: With evolving sales strategies and tools, training helps salespeople stay current and adapt to changes in the market.

For Managers

Better team performance: Trained sales teams are more effective, helping managers achieve their overall sales goals.
Stronger leadership: As a manager, training allows you to guide your team with confidence and provide constructive feedback.
Improved team morale: Salespeople who feel supported and equipped with skills are more motivated and committed to their roles.
Higher retention rates: Salespeople are more likely to stay with a company that invests in their selling skills training.
Easier onboarding: Training helps new hires get up to speed quickly – reducing the time it takes to be fully productive.

10 Sales Training Techniques Every Manager Should Know

Now that you know about the importance of training – let’s take a look at some effective sales training techniques for managers.

Technique 1: Role-Playing Scenarios

Description

Role-playing involves simulating real sales situations where team members act as customers and sales reps. It helps them practice handling objections, pitching, and closing deals in a safe environment.

How to implement this sales training technique:

Set clear goals: Decide what skills you want to improve, like handling objections or closing deals.
Create realistic scenarios: Use situations your team faces regularly, like negotiating or dealing with difficult customers.
Assign roles: Have one person play the salesperson and another as the customer.
Give feedback: After each role-play, discuss what went well and areas to improve.
Practice regularly: Rotate roles and repeat scenarios to build confidence and skills.
Track progress: Measure improvements over time to see how skills are developing.

Why this technique works:

Builds real-world skills without the risk of losing sales.
Enhances confidence in handling tough customer interactions.
Encourages learning through practice and feedback.
Improves problem-solving abilities in dynamic situations.

Tips to use this sales training technique:

Keep scenarios realistic and relevant to current challenges.
Encourage feedback after each session to improve performance.
Rotate roles to give team members different perspectives.
Start with simple situations and progress to more complex ones.

Best tools to use:

Zoom for remote role-playing and feedback sessions.
Goodmeetings for recording, summarizing and analyzing sessions.
LMS (Learning Management System) to track training progress.
Salesforce to simulate customer interactions and CRM usage.

Technique 2: Active Listening Skills

Description:

Active listening is the practice of fully focusing on what the customer is saying, understanding their needs, and responding thoughtfully. It goes beyond hearing words—salespeople must engage, ask questions, and demonstrate they are truly listening to foster trust and build stronger relationships.

How to implement this sales training technique:

Encourage full attention: Train sales reps to focus completely on the customer, avoiding distractions like phones or laptops during calls or meetings.
Teach reflective listening: Have reps repeat back key points or ask clarifying questions to confirm understanding.
Use open-ended questions: Guide conversations by asking questions that require more than a yes/no response to uncover deeper needs.
Pause before responding: Encourage reps to take a brief moment to think before speaking, ensuring they respond thoughtfully.
Practice empathy: Teach reps to recognize the customer’s emotions and respond with empathy to strengthen the connection.

Why this technique works:

Customers feel heard and valued, which leads to stronger relationships.
Active listening helps discover underlying concerns.
Encourages a more meaningful and effective exchange of information.
Salespeople can better tailor solutions when they understand the full scope of the customer’s issues.

Tips to use this sales training technique:

Let the customer speak without cutting them off.
Repeat what the customer said to confirm understanding.
Maintain eye contact (in person or via video) and avoid distractions.
Nodding or using short affirmations (like “I see” or “That makes sense”) can show attentiveness.

Best tools to use:

Zoom for video calls that encourage active listening through visual cues.
Goodmeetings for transcribing and reviewing conversations to identify key takeaways.
Salesforce Einstein to analyze customer data and provide context during conversations.

Technique 3: Product Knowledge Mastery

Description:

Product knowledge mastery involves a deep understanding of the features, benefits, and potential use cases of the products or services being sold. Salespeople who are experts in their offerings can confidently address customer questions, highlight relevant features, and demonstrate how their product solves specific problems.

How to implement this sales training technique:

Conduct regular product training: Schedule frequent training sessions to make sure your team stays updated on product updates and features.
Create a product knowledge resource: Develop easy-to-access materials like product guides, FAQs, or video tutorials for team reference.
Simulate real-life applications: Have reps practice explaining product benefits in different scenarios, simulating various customer needs and pain points.
Involve cross-functional teams: Encourage collaboration between sales, product development, and customer support to deepen knowledge.
Encourage continuous learning: Provide ongoing education to keep your team informed about product improvements or industry changes.

Why this technique works:

Knowledgeable salespeople build trust, making customers more confident in their purchase.
With strong product knowledge, reps can suggest complementary products, improving upselling and cross-selling.
Salespeople who understand the product can offer better solutions, leading to happier customers.
Knowing the product well boosts reps’ confidence to handle objections and close deals.

Tips to use this sales training technique:

Focus on key features and benefits that matter to customers.
Let salespeople try the product themselves to understand its value.
Keep the team updated on new product changes or features.
Encourage team discussions to share product insights.

Best tools to use:

Product demo software like Showpad for interactive presentations.
Internal Wiki or Knowledge Base to centralize product information.
Training platforms like Goodmeetings to test product knowledge regularly.

Technique 4: Customer-Centric Selling

Description:

This selling skills training focuses on understanding the customer’s needs, challenges, and goals, then tailoring the sales approach to meet those specific requirements. Instead of pushing a product, the salesperson listens first and offers solutions that truly add value to the customer’s situation.

How to implement this sales training technique:

Research customer needs: Encourage sales reps to gather detailed information about their customers before making a script or pitch.
Ask the right questions: Train reps to ask open-ended questions to uncover the customer’s challenges and needs.
Focus on benefits, not features: Highlight how the product will solve the customer’s problems rather than just listing its features.
Personalize solutions: Tailor recommendations based on the customer’s unique situation, demonstrating how the product fits their needs.
Follow up regularly: Keep communication lines open after the sale to ensure the customer’s needs are met and build long-term relationships.

Why this technique works:

Customers feel valued when salespeople show they understand their needs.
Providing solutions that truly benefit the customer leads to repeat business and referrals.
By focusing on the customer’s needs, reps can present more relevant solutions.
Customers are more likely to trust a salesperson who prioritizes their best interest.

Tips to use this sales training technique:

Focus on what the customer is saying before jumping into your pitch.
Show that you understand the customer’s pain points and are genuinely interested in solving them.
Think beyond the sale and aim to build lasting customer connections.
After each interaction, get customer feedback to understand their experience and improve future interactions.

Best tools to use:

Goodmeetings to track customer preferences and history.
Survey tools like SurveyMonkey to gather customer feedback regularly.
Zendesk to manage customer inquiries and support requests efficiently.

Technique 5: Effective Objection Handling

Description:

Effective objection handling is about listening to customer concerns, empathizing with them, and offering solutions to overcome barriers to purchasing. Rather than seeing objections as roadblocks, successful salespeople view them as opportunities to better understand the customer’s needs and reinforce the value of the product.

Common objections in sales:

Price is too high
I need more time to think
We’re happy with our current solution
Not the right fit for our needs
No budget for this right now
I don’t trust your company/product
Too complicated to implement
Need approval from others

How to implement this sales training technique:

Listen actively: Fully understand the objection before responding, ensuring the customer feels heard.
Acknowledge the concern: Show empathy by validating the customer’s feelings or concerns.
Ask clarifying questions: Dig deeper into the issue to get to the root of the objection.
Present a solution: Offer a tailored response that addresses the customer’s specific concern, highlighting how your product solves their problem.
Practice common objections: Role-play common objections with your team to develop responses for various scenarios.

Why this technique works:

Customers appreciate when salespeople genuinely address their concerns.
Handling objections effectively often turns a “no” into a “yes.”
Salespeople who are prepared for objections can handle difficult situations with ease.

Tips to use this sales training technique:

Don’t react defensively. Keep the conversation focused on finding a solution.
Frame responses in a way that highlights benefits rather than focusing on limitations.
Be ready to provide clear, specific answers that demonstrate the product’s value.
Use each objection as a chance to further engage and tailor your approach.

Best tools to use:

CRM tools like HubSpot to track objections and responses across interactions.
Live chat software like Intercom to address objections in real-time.
Goodmeetings for training reps on common objections and effective responses.

Technique 6: Time Management and Prioritization

Description:

Time management and prioritization involve efficiently allocating time to high-value tasks and focusing on activities that generate the most results. By organizing daily tasks, setting clear goals, and eliminating distractions, salespeople can ensure they stay productive and meet their targets.

How to implement this sales training technique:

Set daily goals: Encourage sales reps to outline specific, achievable goals for each day.
Prioritize tasks: Help reps focus on high-impact tasks, like prospecting and follow-ups, rather than busywork.
Use time-blocking: Allocate specific blocks of time for different activities to stay focused and avoid multitasking.
Eliminate distractions: Create a distraction-free environment by limiting unnecessary meetings or interruptions.
Review progress daily: Have reps evaluate their performance at the end of each day to adjust their approach for better efficiency.

Why this technique works:

Proper time management increases productivity.
When tasks are organized and prioritized, there is less stress.
Time management helps reps concentrate on activities that lead directly to sales.
By focusing on priorities, reps are more likely to meet or exceed their targets.

Tips to use this sales training technique:

Write down key tasks and deadlines to stay organized.
Tackle big projects by dividing them into manageable pieces.
Avoid distractions and unnecessary commitments that don’t align with your goals.
Regularly assess how your time is spent and make adjustments as needed.

Best tools to use:

Trello for organizing tasks and setting priorities.
Google Calendar to schedule and time-block activities.
Asana for tracking and managing progress on tasks and goals.

Technique 7: Utilizing Technology and CRM Systems

Description:

Using technology and CRM (Customer Relationship Management) systems helps streamline sales processes by organizing customer data, tracking interactions, and automating tasks. It enables sales teams to work more efficiently. This technical sales training helps to maintain customer relationships, and make data-driven decisions to improve sales performance.

How to implement this sales training technique:

Select the right CRM tool: Choose a CRM that fits your team’s needs and integrates with other tools.
Train the team: Ensure that all team members understand how to use the CRM effectively, from data entry to reporting.
Automate repetitive tasks: Set up automated follow-up emails, reminders, and task assignments to save time.
Centralize customer data: Store all customer interactions, preferences, and history in the CRM to have a complete view of each prospect.
Monitor key metrics: Use the CRM to track sales activities, identify bottlenecks, and measure team performance.

Why this technique works:

Automating routine tasks frees up time for more valuable activities.
With a full view of customer interactions, reps can personalize communication.
CRM systems allow for quick access to customer data and shared communication.
CRM insights help identify high-potential leads, improving lead conversion rates.

Tips to use this sales training technique:

Regularly check reports to track performance and spot trends.
Keep data current to ensure accurate communication and follow-ups.
Make sure your CRM works seamlessly with email, calendar, and other sales tools.
Tailor the CRM fields and layout to suit your sales process and team.

Best tools to use:

Salesforce for comprehensive CRM and sales automation.
HubSpot CRM for easy-to-use CRM with marketing and sales integrations.
Goodmeetings to further automate tasks and speed up deal closure.

Technique 8: Goal Setting and Accountability

Description:

Goal setting and accountability involve defining clear, measurable sales targets and holding salespeople accountable for meeting them. Setting goals motivates the team, while accountability guarantees consistent effort and progress. Regularly tracking results helps maintain focus and drive toward achieving sales objectives.

How to implement this sales training technique:

Set SMART goals: Ensure that goals are Specific, Measurable, Achievable, Relevant, and Time-bound.
Break down larger goals: Divide long-term goals into smaller, manageable tasks and milestones.
Track progress regularly: Use weekly or monthly check-ins to assess how well sales reps are progressing toward their goals.
Provide feedback: Offer constructive feedback and recognize achievements to encourage continuous improvement.
Foster a culture of accountability: Make each team member responsible for their own goals and performance.

Why this technique works:

Clear, challenging goals inspire salespeople to push their limits and improve performance.
Regular tracking and feedback help identify areas for improvement, driving higher sales results.
Accountability encourages reps to take responsibility for their actions and outcomes.

Tips to use this sales training technique:

Display individual and team goals in a shared space to keep them top of mind.
Balance quick wins with bigger, long-term objectives.
Conduct one-on-one meetings to discuss progress, challenges, and adjustments.
Recognize achievements to maintain morale and encourage continued effort.

Best tools to use:

Trello for goal tracking and task management.
Asana for setting, managing, and tracking sales goals.
Google Sheets to create simple, shareable goal trackers.
Goodmeetings to set goals and track team performance.

Technique 9: Continuous Feedback and Coaching

Description:

Continuous feedback and coaching involve providing regular, actionable insights to sales reps to help them improve their skills and performance. By offering constructive feedback and personalized coaching, managers can address challenges, and guide their team toward achieving higher sales results.

How to implement this sales training technique:

Schedule regular feedback sessions: Set up weekly or bi-weekly one-on-one meetings to discuss performance and areas for improvement.
Be specific and constructive: Focus on specific actions, not just outcomes, and provide clear, actionable steps for improvement.
Balance positive and negative feedback: Highlight what’s going well along with areas for growth to keep motivation high.
Provide real-time coaching: Offer immediate feedback during or after calls, presentations, or meetings.
Encourage self-reflection: Ask sales reps to evaluate their performance and identify areas for improvement.

Why this technique works:

Regular feedback ensures continuous improvement and helps reps refine their skills.
Personalized coaching helps reps focus on areas where they need the most growth.
Constructive feedback boosts morale by focusing on both strengths and areas for growth.

Tips to use this sales training technique:

Offer feedback shortly after key sales activities to make it relevant and actionable.
Instead of vague feedback, provide examples to clarify what worked well or needs improvement.
Facilitate feedback sessions among team members to promote a culture of learning.

Best tools to use:

15Five for tracking performance and providing regular feedback.
Goodmeetings for video feedback and coaching on specific sales calls.
Chorus to analyze sales conversations and provide coaching insights.

Technique 10: Motivational Techniques

Description:

Motivational techniques involve strategies that inspire and energize sales teams, keeping them engaged and focused on achieving their goals. Whether through rewards, recognition, or creating a supportive environment, these techniques help maintain high morale and drive performance.

How to implement this sales training technique:

Set clear, achievable goals: Give sales reps a sense of purpose with specific targets that motivate them.
Offer incentives and rewards: Provide bonuses, prizes, or recognition for meeting or exceeding goals.
Create a competitive environment: Foster friendly competition with leaderboards or sales challenges.
Provide growth opportunities: Show how achieving goals leads to career advancement or personal development.
Foster a positive work culture: Encourage collaboration, support, and team spirit to create a motivating environment.

Why this technique works:

Regular recognition and rewards keep team members motivated and focused.
Motivated reps are more likely to go the extra mile, resulting in higher sales.
Shared goals and friendly competition foster camaraderie and teamwork.
When motivation is high, reps are more likely to push through tough situations and objections.

Tips to use this sales training technique:

Acknowledge both big and small achievements to keep spirits high.
Offer rewards that align with each rep’s interests or goals.
Keep the team informed about goals, progress, and successes to maintain momentum.
Show enthusiasm and commitment to inspire your team to do the same.

Best tools to use:

Goodmeetings for tracking performance and motivating teams with leaderboards.
Bonusly for rewarding employees with points that can be redeemed for rewards.
Motivosity to build a culture of recognition and appreciation.

Goodmeetings – The Best Virtual Sales Training Tool

Source: Goodmeetings

Now that you have the list of 10 best sales training techniques, one questions remains – “how will you implement them?”

With the help of virtual sales training tools like Goodmeetings!

Did you know? With Goodmeetings, you can improve sales rep’s performance by 40%.

It is a generative AI tool that records, transcribes, summarizes and analyzes sales meetings thereby helping with three major things –

Automating mundane tasks
Training and coaching sales reps
Helping sales reps close more deals

How Goodmeetings Help with Sales Training?

Source: Goodmeetings

AI-Driven Insights

Assists managers in focusing on areas where reps can improve, such as handling objections or refining their pitch.
Offers targeted coaching opportunities to enhance sales strategies.

Custom Reporting and Dashboards

Provides tailored reports and dashboards to analyze call quality, compliance, and performance.
Allows sales managers to track progress and identify training needs.
Offers a clear view of team performance, helping to fine-tune training programs.

High-Quality Transcriptions and Summaries

Converts meetings into precise transcriptions and AI-generated summaries for easy reference.
Enables reps to revisit key discussion points and refine their approach.
Assists managers in reviewing performance and identifying coaching opportunities.

Performance Analytics

Analyzes call performance, engagement levels, and overall meeting effectiveness.
Helps pinpoint areas for improvement, such as communication skills or objection handling.
Supports data-driven decisions to create targeted and impactful training sessions.

Video Meeting Library

Builds a centralized repository of recorded meetings for reference and learning.
Allows sales reps to study successful pitches and learn best practices.
Promotes continuous learning and development within the sales team.

Pitch Improvement Tools

Provides metrics like engagement levels and feedback analysis to measure sales pitch effectiveness.
Enables managers to refine sales strategies and help reps improve their communication skills with the help of battlecards.
Drives consistent improvement in pitch quality, increasing overall deal closure rates.

Why Goodmeetings Is Ideal for Sales Training

Source: Goodmeetings

Goodmeetings integrates cutting-edge technology to simplify sales training and performance improvement. It empowers sales managers to train teams effectively, analyze performance data, and refine strategies—all while enabling sales reps to learn from actionable insights and past successes.

The result = more efficient, informed, and high-performing sales team.

Source: Goodmeetings

Want to see how Goodmeetings can help you implement these sales training techniques? You can sign-up for a 14-day free trial or book a demo.

Build a Powerful Sales Team with Goodmeetings!

Book a Free Demo

Best Sales Training Techniques and Programs – Real Examples

Here are some real-life sales training techniques and programs that can help train sales teams and sales reps.

HubSpot Academy

HubSpot Academy provides free courses on inbound marketing and sales, including popular certifications. It is well-known for offering comprehensive and accessible learning resources.

Dale Carnegie Sales Training

Dale Carnegie’s sales programs are designed to build strong relationships and improve communication skills. They focus on emotional intelligence and relationship-based selling.

Richardson Sales Training

Richardson offers custom sales training programs like Consultative Selling, which emphasizes understanding client needs and offering solutions. They focus on real-world applications of sales techniques.

RAIN Group Sales Training

RAIN Group is known for its specialized sales training, including Selling Strategies and Skills, which teaches salespeople how to approach prospects and close deals using research-driven strategies.

Gartner Sales Training

Gartner provides training that is heavily data-driven, with a focus on using research and analytics to understand buyer behavior and improve sales strategies. Their training is designed for complex sales environments.

FAQs

What is the advanced sales training?

Advanced sales training include strategies like consultative selling, negotiation skills, and using data to tailor pitches and improve closing rates.

Why is sales training so important?

Sales training is crucial because it helps teams improve their skills, boost productivity, handle objections, and close more deals effectively.

What is virtual sales training?

Virtual sales training uses online platforms for sales courses, workshops, and coaching, allowing remote teams to learn and improve skills from anywhere.

What is technical sales training?

Technical sales training focuses on teaching salespeople how to sell complex products or services, emphasizing product knowledge and technical details to engage customers.

What training should a sales manager have?

Sales managers should have training in leadership, team motivation, sales coaching, performance tracking, and understanding data analytics to improve team performance.

What is the best method for training salesmen?

The best method combines role-playing, ongoing coaching, feedback, and using technology to simulate real sales situations and build skills effectively.

What are the 4 steps in training your salespeople?

The four steps include: 1) Assessing needs, 2) Providing training, 3) Applying skills in real scenarios, and 4) Providing ongoing feedback and support.

What is the best sales skill?

The best sales skill is active listening, as it helps salespeople understand customer needs, build rapport, and offer solutions that resonate with prospects.

Conclusion

Effective sales training is key to building a high-performing team that consistently meets goals. By implementing the right sales training techniques, managers can empower their reps to improve skills, boost confidence, and close more deals. Remember, continuous learning and actionable feedback are crucial for long-term success.

Take your sales training techniques to the next level with Goodmeetings—your partner in smarter, data-driven sales training.

Train Your Sales Team for Success with Goodmeetings!

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Links

Featured Articles

Links

Featured Articles

Links

Featured Articles

What is Sales Training?

What are Sales Training Techniques?

Types of Sales Training Methods

Benefits of Sales Training

For Sales Teams

For Managers

10 Sales Training Techniques Every Manager Should Know

Technique 1: Role-Playing Scenarios

Technique 2: Active Listening Skills

Technique 3: Product Knowledge Mastery

Technique 4: Customer-Centric Selling

Technique 5: Effective Objection Handling

Technique 6: Time Management and Prioritization

Technique 7: Utilizing Technology and CRM Systems

Technique 8: Goal Setting and Accountability

Technique 9: Continuous Feedback and Coaching

Technique 10: Motivational Techniques

Goodmeetings – The Best Virtual Sales Training Tool

How Goodmeetings Help with Sales Training?

Why Goodmeetings Is Ideal for Sales Training

Best Sales Training Techniques and Programs – Real Examples

HubSpot Academy

Dale Carnegie Sales Training

Richardson Sales Training

RAIN Group Sales Training

Gartner Sales Training

FAQs

What is the advanced sales training?

Why is sales training so important?

What is virtual sales training?

What is technical sales training?

What training should a sales manager have?

What is the best method for training salesmen?

What are the 4 steps in training your salespeople?

What is the best sales skill?

Conclusion

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