[Corporate Training Guide] How to Choose the Right Sales Training? Learn 5 Types for Effective Results

There are many sales training programs available in the market. So how do you choose the right course for your sales team to help them improve their selling skills, boost performance, and overcome challenges?

We’re here to share the five most common types of sales training programs and their target audiences. This will help you design customized courses for your team, enhance their selling skills, and build your superstar sales team!

Type 1: New Salespeople
Target Audience: Salespeople with little experience or those handling both service and sales tasks.

For new salespeople, it’s important to teach them not just product knowledge but also essential service and selling skills. These skills help them confidently recommend products, answer customer questions, and improve their ability to persuade and close sales, rather than simply memorizing product details.

At the same time, having the right sales mindset is equally important. Helping new salespeople develop a positive and confident attitude will enable them to handle sales tasks and respond to different customer reactions more effectively.

Recommended Course Topics:

• Sales Mindset
• FAB (Features, Advantages, Benefits)
• USP (Unique Selling Proposition)
• How to Handle Sales Objections
• Closing Techniques

Type 2: Overcoming Plateaus

Target Audience: Salespeople with some experience but who are not meeting their sales targets.

These salespeople already know the product well and understand basic sales techniques, but they struggle to take their performance to the next level. Beyond mindset changes, the issue is often a lack of advanced selling skills. For example, they may have trouble understanding customer needs, recommending products effectively, handling customer concerns, or seizing closing opportunities.

This training focuses on equipping them with advanced sales techniques so they can confidently handle different sales scenarios and improve their results.

Recommended Course Topics:

• AIDA Sales Process
• Probing Techniques (Asking the Right Questions)
• Elevator Pitch
• Up-Selling / Cross-Selling Skills
• Advanced Objection Handling Skills
• Advanced Closing Techniques

Type 3: Premium Experience

Target Audience: Salespeople in luxury sales or high-end services.

In the luxury market, sales and service are closely connected, and customers have much higher expectations for service quality. Beyond basic sales and service skills, salespeople need to master the mindset and techniques of premium service. They should also learn how to use exceptional service to support their sales efforts, build strong relationships with clients, and tailor their approach to fit each client’s unique needs and communication style. The goal is to provide an outstanding, all-around experience for high-end customers.

Recommended Course Topics:

• Consultative Selling
• Building Client Relationships (Rapport Building)
• Small Talk Skills
• Matching Communication Styles (Social Style Matching)

Type 4: Brand Ambassador

Target Audience: Sales and service professionals who need to promote brand values.

In today’s market, brand uniqueness is more important than ever. Sales and service professionals must act as Brand Ambassadors, promoting the brand’s unique value to build customer loyalty. However, sharing a brand’s story and DNA with customers while integrating it into sales requires more than just basic product recommendations. It requires storytelling skills and soft influence to leave a lasting impression of the brand’s value in the customer’s mind. A systematic training program that helps them develop these skills step by step is essential.

Recommended Course Topics:

• Storytelling Skills
• Influencing Skills
• Presentation Skills

Type 5: Sales Team Management
Target Audience: Sales team managers.

Sales performance is not only determined by individual efforts but, more importantly, by how well the sales team is managed. That’s why it’s essential for sales managers to be equipped with the right skills, such as setting sales goals, creating effective sales strategies, tracking team performance, and motivating team members.

This is especially crucial for Sales Managers who were promoted from being top-performing salespeople. Managing a sales team requires a completely different mindset and skill set compared to working on individual sales. Without proper training in sales management, companies risk losing in two ways: losing a great salesperson and ending up with a manager who cannot reach their full potential.

Recommended Course Topics:

• Action Planning & Goal Setting
• Pipeline Management
• Feedback Skills
• Sales Coaching
• Briefing Skills

How to Identify Your Team’s Real Needs

The classification above is designed to help you quickly identify which type of sales training your team needs. To make the right decision, you need to consider factors such as:

• Your brand’s market position
• The nature of your products and services
• The composition of your customer base
• Your team’s KPI performance
• The current skill levels of your team members
• Market trends

At Tiptop, we offer comprehensive, one-stop corporate training solutions. Our consultants provide professional consultation services tailored to your company’s specific needs. From training needs analysis, custom course design, and professional training sessions, to field coaching and training your internal trainers (Train-the-Trainer), we provide a full range of services to help you boost your company’s sales performance.

If you have any questions about our sales training or consulting services, please feel free to contact us for more information!