Sales Training That Delivers Results on Repeat.
Sales training is the structured development of a team’s selling skills — how to prospect, qualify, present, handle objections and close — so that winning work becomes a repeatable process rather than a matter of individual talent. A structured program changes three things: every salesperson follows the same proven sales process, managers gain a common language for coaching and accountability, and results become measurable stage by stage instead of judged on outcomes alone. It suits Australian small and medium businesses whose revenue depends on a handful of salespeople, teams onboarding new starters, and established teams whose results have plateaued. Salesmasters International has delivered sales training and coaching to Australian businesses since 1991, working with more than 1,000 SMEs, with programs customised to each team’s market, sales process and skill gaps rather than taught from a generic script.
Our sales training program is grounded in proven methodologies and practical techniques, tailored to elevate your sales team’s performance from ordinary to extraordinary.
Key Elements Of Our Sales Training Programs
Our sales training programs are designed not only to teach but to inspire and motivate, ensuring your team is competent, confident, and ready to tackle the challenges of the ever-changing sales landscape.
Deeply Understanding the Sales Process
Mastering the basics is key. Our sales training goes deep into the SME sales process. We cover developing a game plan, making contact, building desire, creating options, presenting the right solution, and closing deals. We align theoretical knowledge with practical application to ensure your sales team can efficiently execute each step.
A Safe Environment To Learn And Grow
Fostering a culture of continuous development. Sales training emphasises recording sales presentations and critiquing them constructively. We help your salespeople identify their strengths and areas for improvement, creating a safe environment to learn and grow. This method is aimed at building unity and ongoing development within the sales team.
Utilising Technology
Embrace the next generation of sales technologies. We introduce advanced tools like artificial intelligence to analyse sales conversations, focusing on key areas like budget, authority, and time frame. This tech-savvy approach allows for efficient, real-time feedback and development .
Customised Training Modules
Tailoring the learning experience to individual needs. We break down sales training into manageable parts, from understanding the manufacturing process to mastering unique selling propositions. Our hands-on approach includes taking new recruits on sales calls to observe and learn, ensuring they get practical, real-world experience.
Developing Sales Resilience
Building a resilient, confident sales force. Our sales training engenders the confidence and resilience needed to successfully navigate the pressures of the sales environment. Focused support makes a profound impact, fostering a data-centric culture that drives improvement
Activity-Based Rewards
Shift focus from just sales to the entire sales process. We advocate for rewarding activities that lead to sales rather than just the final sale. This approach ensures a robust pipeline and encourages consistent demonstration of all necessary sales activities from initiating contact to closing the deal.
Sales Enablement Tools
Streamline and optimise the sales process. Our training also covers leveraging sales stack and sales enablement tools, providing your team with the necessary resources to streamline their workflow, improve communication, and enhance overall productivity.
Communication Techniques
Building lasting customer relationships through genuine interaction. Humanising relationships in sales is everything. Our training emphasises the importance of effective communication techniques that build trust, establish credibility, and foster emotional connections with clients. This ensures your sales team can convey value authentically and develop lasting customer relationships.
See Our Clients' Results
We have already helped over 1500 Australian businesses grow their sales revenue. Here are a couple of recent examples
Solutions
At Compass Cars, we tackled inconsistent sales and high staff turnover head-on. By developing a tailored sales process, delivering focused training, and providing ongoing support, we helped Compass Cars boost their sales performance and significantly improve staff retention.
- 16%Increase in Sales
- 20%Improvement in Closing Rates
- 30%Higher Retention
Solutions
Storco’s leadership team wanted to lift sales performance, reduce transactional behaviour and embed a common language for selling value rather than price.
- 96% Increased revenue
- 60% Increased lead conversion
- ★ Increase in repeat business & larger orders
Solutions
At Levanta, we refined their sales strategy and improved internal communication. By implementing a fast start sales plan, introducing effective qualification measures, and fostering a structured sales process, we helped Levanta concentrate on high-potential opportunities, leading to a 48% revenue increase and a 90-day reduction in the sales cycle.
- 48%Increase in Revenue
- 90-day Reduction in sales cycle
- ★Improved Client Satisfaction
Related Services
Sales Training fits into our Sales Ecosystem alongside several related solutions.
Sales Coaching
Hands-on support for leaders and their teams in how to implement the sales process into daily activities, practice sales skills and behaviours expected in real-time.
Sales Keynote Presentations
Have your whole team learn from Peter McKeon directly. The fastest way to learn about what the Top 2% do well and how to get your business there is to book a keynote.
Sales Playbooks
A well-crafted sales playbook is an indispensable tool for sales teams, acting as a comprehensive guide that captures the essence of your sales processes and strategies.
Top SMEs Choose Salesmasters’ Sales Training
Don’t just take our word for it. Find out what some of our clients have to say about working with Salesmasters.
Ben Hitchings - Vincents
Peter’s training was excellent, offering concise, easily understandable and actional steps. His engaging content and teaching style make the learning process enjoyable. Highly recommended.
Brendan Wells - FDB Commercial Interiors
Peter is an outstanding sales trainer and coach at Salesmasters. I had the pleasure of attending several of his training sessions as well as recently contracting him to train my current staff and was blown away by his expertise and ability to communicate complex sales concepts in a clear and practical manner.
Sales Training FAQ
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How do I know if sales training will make a measurable difference?
If you want quick wins, our sales training can help in the following areas:
- Margins are dropping.
- Closing ratios are down.
- Competition is winning.
- Consistently dealing with price as an objection.
- Want to reach an expanding customer base.
- Hiring new salespeople.
Is Sales Training really that important to building sales capability?
Sales Training is the “pointy end” of the SME Sales System and ensures the business can develop, promote, and retain sales professionals and leaders.
At Salesmasters we offer Sales Training for salespeople, sales teams and their leaders. Sales training provides an opportunity to create a common language and to communicate the sales process to the team so that they can focus on closing skill & mindset gaps to raise their performance.
What is the difference between sales training and coaching?
An effective sales function requires the people and processes to be aligned. Sales Training is most effective in communicating broader messages about systems, processes, and skills. It is a great way to communicate a consistent message to a team.
Coaching ensures individual needs are identified and met. This is where skills are practiced, and behaviours are reinforced to ensure they are supporting the individual to perform at their best.
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Will I get an ROI that can be measured from the training or coaching?
In business you can either focus on cutting costs or increasing revenue. Sales Skills Training is the most effective way of increasing revenue quickly. Success is maximised when follow up coaching is provided on the job post the training to make sure salespeople have not just learnt the new skills but are applying them at work. Before we develop the sales training or coaching solution for your business, we will work with you to set clear metrics as to how the sales team will be measured post the training or coaching program.
I need training for my sales team, but I can’t take them off the job for too long what do you offer?
We will work with you to create hybrid training options (pre-work, on-demand and live sessions), reinforcement workbooks, practical on the job activities, tools, materials and train-the-trainer sessions so that the sales training delivered is highly effective and becomes and investment in the teams’ success rather than a “one off” event expense.
How customised is the sales training really?
For high-impact, practical, professional development initiatives for individuals, teams and their leaders the Sales Training and Coaching what we do is highly customised to match your customer buying journey, sales process, and organisational goals.
Sales Training and Coaching developed as part of the SME Sales System framework ensures that you have an end to end solution that will build sales capability and optimise performance.