This month we’re asking retailers: This month we’re asking retailers: How often do you and your team complete sales training?
Home World – Mattress & Bed Centres
We have a team meeting every Monday morning where we discuss figures etc for the previous week & update everyone on any new sales advice. At this meeting we then do any relevant training E.G. at the moment we have new beds coming in, so we discuss all the features to benefits of each bed. It’s good to do it as a team because we always ask if anyone has any good sales tips or questions. This way we can share all the information & keep the team communication clear.
Harvest Moon Interiors
We start every day with training. 5-mile run followed by half an hour in the company gym singing “we love our customers” to the sound of Abba. We find it works wonders. Motivated and sweating we rip up the sales floor. Customers have no chance to say no!
M6 Beds
We’ve developed a 2-week intensive & immersive training program which introduces new starters to the key aspects of our business and their role – enabling them to ‘hit the ground running’ and adding value from day one. Additionally, to keep long-term engagement high we combine formal sales training (when new products are introduced) with ad hoc exercises such as games & quizzes – we’ve also found resources such as YouTube has a wealth of great content we can use to help develop sales skills. Finally, we use role play to challenge our team with new/challenging scenarios and learn how to deal with a wealth of different situations – we’re keen on continual improvement and treat sales training as something which should constantly and consistently be done.
MattressNextDay
We aim to provide training to Sales Staff every six months to keep abreast of all the latest manufacturing techniques and innovation. We work closely with Representatives from our Manufacturers and Suppliers.
Linthorpe Beds
At Linthorpe Beds, we are committed to ensuring all our staff are consistently well-trained and equipped to excel in sales. From day one, it is mandatory for all new employees to undergo our in-house introduction to beds, alongside completing the National Bed Federation (NBF) module and accessing the comprehensive online Silentnight Academy. This ensures a strong foundation in product knowledge and industry standards.
To keep our team informed and up to date, we regularly arrange visits from sales reps and agents, both in-store and online, to provide hands-on product training. Additionally, we maintain close relationships with manufacturers, organising factory visits to give staff an in-depth understanding of the products and innovations. We believe in continuous learning, so we roll out regular refresher courses for both the NBF module and the Silentnight Academy, ensuring knowledge retention and skill improvement.
Our commitment to staff development extends through our performance review process. Every three months, we conduct performance reviews, giving staff the opportunity to highlight areas where they may need additional support. Store managers use this feedback to assess strengths and weaknesses in sales performance and implement targeted training, ensuring each team member is fully supported in their growth and success.
Land of Beds
At Land of Beds, we prioritise regular sales training for our team, recognising our staff as our most valuable resource. We’ve developed a comprehensive “Land of Beds Way” training package, which combines in-house expertise with external support. This includes supplier training days to keep product knowledge current and collaborations with external sales companies to ensure best practices.
Our approach focusses on equipping staff with skills to support customers, facilitate sales, and promote personal growth. Training is ongoing, with frequent recaps, reviews, and refreshers. We also schedule more in-depth sessions periodically. This continuous professional development is a key metric for us, reflecting our commitment to investing in our team’s success and, by extension, our customers’ satisfaction.
MattressOnline
Making sure that our sales team are across new and current product knowledge to best help and support our customers through the buying journey is an ongoing process, however we also regularly work with our in-house Sleep expert, James Wilson, to deliver bespoke sleep-focused training to every person in the business who has a customer touchpoint.
Dreamland
Our organisation places a high priority on continuous professional development and sales training. We have implemented a comprehensive training program that ensures our team remains at the forefront of industry knowledge and skills.
We offer our staff the flexibility to engage in training one day per week. This training can encompass any subject that they believe will bring long-term business value. This approach not only enhances their sales capabilities but also allows them to pursue areas of personal and professional interest, fostering a culture of continuous learning and development.
In the past year, we have encouraged all staff members to visit our suppliers. This initiative has been embraced across all levels of the organisation, including our general manager and our 82-year-old owner, who have both completed fundamental training courses to refresh their knowledge. This hands-on experience with suppliers ensures that our team is well-versed in the latest product developments and industry trends.
Our customer interactions are grounded in the philosophy of education rather than mere sales. We believe that an informed customer is an empowered customer. Therefore, it is fundamental that our team is thoroughly educated on the intricacies of our products. This educational approach not only builds trust with our customers but also positions us as a knowledgeable and reliable partner.
