Following are ways to strengthen your sales team’s skills and ensure they are keeping current with the latest in heavy-duty trailer advancements.
- Hold regularly scheduled meetings to discuss current events affecting the industry and to cover any recent issues and opportunities.
- Ensure the sales team knows about all aspects of the trailer lines, parts and accessories you offer.
- Train sales representatives how to research and perform a needs analysis for each prospective customer.
- Mentor sales reps by periodically having sales managers accompany them on sales calls.
- Visit OEMs to see how trailers are manufactured.
- Invite OEMs and vendors to the dealership to discuss the latest advancements and products.
- Hire an outside consultancy to train sales reps.
- Assign trade publications and books about sales to reps and have them report back to the team on the most important and actionable points.
- Go to industry trade shows to attend educational sessions and meet with vendors.
- Tap into resources industry associations offer, such as webinars and other learning opportunities.
- Make sure training is ongoing to ensure the sales team’s skills don’t diminish over time.
To return to September’s feature on trailer sales training, please CLICK HERE.
