Sales executive : Training

Many companies offer new entrants a short induction course that covers knowledge of their products, goods or services, as well as the methods used for sales administration. This may be organised by the employer or by an outside training specialist. Training will also include selling techniques, such as:

• negotiation;
• how to deal with potential objections;
• how to close sales.

It is likely that some role-play exercises will be involved in this type of training. It is possible that very small companies will offer little or no training beyond some basic instruction.

After induction, new sales executives generally spend a period of time on probation, without any pressure to meet targets. Further development often takes place in the form of shadowing an experienced representative and gradually taking over sales calls, under supervision. New sales executives would be expected to get up to speed quickly and, over a relatively short period of time, start bringing in the number of sales required to meet individual targets.

Sales executives may undertake further training and development to support their career development. Opportunities available will vary from employer to employer. It is important to check at the interview stage about support available for training and the employer's attitude to continuing professional development (CPD).

Some sales executives complete the professional education programme offered by the Institute of Sales and Marketing Management (ISMM)  to enhance their career prospects or to command a higher salary. They offer training for a range of people, from those about to embark upon a new career in sales through to experienced sales professionals looking to enhance their prospects. All levels of the programme include 'soft' skills, specific selling skills and the theory behind sales. Alternative professional training in sales is provided by the Managing Managing and Marketing Sales Association . Recognition of these qualifications is by no means universal. Individual employers and line managers may have differing opinions as to their value.

Training companies that place graduates in professional sales roles and then provide a period of training include Meta-Morphose  and Pareto Law . Other companies that train graduates in sales include Celsius Graduate Recruitment .

Some senior and experienced sales professionals do postgraduate courses in areas such as sales management, or study for an MBA.