Sales Training for SaaS

SaaS or ‘software as a service,’ is a model for delivering software applications to users over the internet. With SaaS, users will usually pay subscription fees to access software to match a variety of needs. 

One of three main ‘cloud computing’ categories, SaaS is usually a cost effective and versatile distribution model which allows users to access applications over the internet. 

 

What is SaaS sales training?

SaaS sales training is designed to help your sales team sell these cloud-based products and services. 

The nature of SaaS means you’re not just delivering a product as soon as you make a sale. The software you are selling needs to be well engineered and maintained, so your sales representatives need to be able to build strong, long-term customer relationships to increase likelihood of future sales. 

 

SaaS sales training services

 

At Mentor Group, we offer a number of sales training services specific to SaaS:

• Sales Performance Assessments - Initially, we need to understand your sales team, their strengths and their areas of improvement. We offer a sales performance assessment which aims to find these areas through an online questionnaire, so we can provide an overview of your SaaS sales team. 

• Sales Velocity Blueprints - An end to end map of your SaaS sales process, we offer a personalised and holistic blueprint for company-wide understanding of your process, what works about it and what needs to change. 

• Sales Management Systems - Our flagship solution of sales management systems begins with critical consultancy and ends with SaaS targeted sales training. The outcome of this is tangible and consistent sales and revenue growth. 

• Sales Performance Coaching - An approach that ensures sales enablement catered towards SaaS. Coaching isn’t just about training your sales team, but also about enabling your sales leaders to lead in a way they never have before. With SaaS, we aim to equip your sales leaders to train reps to nurture long-term relationships to increase customer retention and satisfaction. 

• Sales Customer Insights - Our partner, Cognis Consulting, enables us to offer our clients unique insights into their industry and customers. Through this, we can offer targeted training towards your ideal customer as an SaaS provider.  

 

Key strategies for training SaaS sales teams

There are some strategies which are vital when it comes to training SaaS teams, which Mentor Group offers based on your individual needs. 

We aim to incorporate gamification techniques as a strategy for SaaS sales success, as it promotes retention in both group and individual training scenarios. This is a vital way to encourage knowledge retention, and often comes after learning is complete. We find that this is so important to ingrain learning regarding customer retention and relationship building, which is huge in SaaS sellers. 

Roleplay exercises (usually through virtual or augmented reality) are one of our most common strategies. Your SaaS sales team needs to understand how to navigate objections and handle queries to secure a sale every time. At Mentor Group, we have successfully delivered virtual reality solutions to tech giants to reinvigorate sales success. 

Read more about our virtual sales solution with Lenovo to see how we do things!

Developing coaching programs is another key strategy for SaaS sales. Sales coaches and mentors catalyse the growth of sales representatives and teach them how to navigate and keep up with the ever-changing SaaS industry. 

We target your most experienced sales members as well as your sales leaders to turn them into budding sales coaches, able to pass their skills onto newer members of the team, helping them to understand difficult sales landscapes. 

 

 

Why invest in sales training for SaaS employees?

Invest in sales training with Mentor Group for SaaS employees if you want to transform your sales team and permanently increase revenue. Sales training equips your team to keep up with endlessly evolving SaaS business models, leaving no gaps in understanding to consistently meet the high standards your customers have come to expect. 

You should also invest in SaaS sales training to boost customer retention, which is a huge part of driving revenue growth in SaaS. Customers want convenience as much as they demand quality, and understanding this need (then offering the right service) is likely to onboard them in the long term. An uneducated sales representative might offer the wrong software, or misunderstand customer intent, leading to a missale and a customer that won’t stay around for long. 

For more information regarding SaaS sales training, or to start your journey with Mentor Group, get in touch.