But that’s just the jumping-off point of sales training.

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And then, back up your stance with consistent CRM training and best practices—during onboarding and beyond. Encourage productive CRM habits—write out best practices on updating contacts, using Custom Activities and labels, creating lead lists, and other tools.

The good news is that most modern CRMs have mastered their centralizing role in everyday sales efforts. They pull in data and output insights automatically—when used correctly.

Using Close? Take advantage of these powerful features to get your reps pumped about working inside the CRM.
Workflows are internal CRM automations you can use to build more effective outreach at scale. Set them up to automatically assign new leads, follow up with prospects, and more.
Custom Activities allow you to record and centralize common sales touchpoints—both inside and outside the CRM.
Be sure to integrate your CRM with your other sales tools. That will streamline your sales process, and make your reps happy.
Track rep performance using Leaderboards and Activity Comparisons.
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4. Provide Sales Training and Mentorship for Your Team
Attracting, developing, and retaining top sales talent doesn’t happen iceland telegram data by accident. And top talent seeks out roles that help them grow.

Your sales training program might include sales coaching, mentoring, group and individual training, practice, field evaluations, and a training manual (with scripts, objections, etc.).


Nick Persico, Director of Sales and Marketing here at Close, swears by the weekly Pipeline Meeting. In that meeting, he pulls up the Pipeline view (via the CRM) and asks each team member to talk about three deals that they lost and three that they’re working on. This allows reps to commiserate with and learn from each other. And it also gives you (the sales manager) insights into any bottlenecks in your pipeline.

Next, set up 1:1 meetings with each rep. Remember that active listening and empathy are key skills for any successful sales leader. So, during those one-on-ones, ask open-ended questions—then shut up. Are they hoping to grow in X area of sales? Do they keep tripping over Y spot in your pipeline?