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How to Become a Sales Trainer? A Step-By-Step Guide

Did you know that your sales experience and expertise can get you  earn more money with a small pivot.

Apart from bringing more business to the organization with your skills, you can also impact that revenue generation through training a sales team.

Sales trainers get to guide salespeople toward mastering the science and art of sales. 

You play a critical role in equipping sales teams with the latest product knowledge, top-notch sales skills, scalability techniques, increased revenue generation and filled pipeline for the organization.

In today’s competitive informed market, being a sales trainer is more important than ever.  These experts not only boost individual performance but also set high standards for the entire sales team.  So, if you’re wondering how to become a sales trainer, you’re on the right track!

The world of sales training is constantly changing.  To stay ahead of the curve, consider getting the right trainer certification.  This not only enhances your credibility but also allows you to wear two hats –  sales coach and sales pro.

Whether you want to break into the Indian sales training market or become a global guru, there’s a growing need for skilled professionals who can navigate the ever-evolving landscape of sales certifications.

This article is your roadmap to becoming a certified sales trainer.  We’ll explore the qualifications you need, the difference between behavioral and functional sales training, and the exciting opportunities that await you,  from freelancing to corporate training positions.

Who is a Sales Trainer?

A sales trainer is a salesperson’s secret weapon. 

They coach salespeople on winning strategies, from negotiation to closing the deal. 

They are the sales masters with a rich experience in selling and expertise in consumer psychology  who develop training programs, track performance, and create learning materials to keep salespeople on top of their game. 

Imagine them as the coaches who turn rookie salespeople into sales superstars.

Understanding the Role of a Sales Trainer

Sales trainers are like superheroes for sales teams. They don’t wear capes, but they do have a secret weapon: knowledge!

Here’s what they do to turn average salespeople into superstars:

Training and Development:

Initial Training for New Hires: 

Sales trainers are tasked with preparing new sales representatives by conducting orientation to the sales process, developing individual coaching plans, providing resources and assistance, and scheduling orientation drive-alongs with senior representatives.

Ongoing Education

They conduct real-time role-plays, exercise sessions for both new and current sales employees, observe sales encounters, and collect feedback, results, and performance data of trainees after sessions.

This helps the sales trainers to asses the strengths of each sales person and help them with tactics to play by their strengths through the standard training methodologies.

Sales Training Programs

Incorporation of specialized programs such as Critical Selling Skills, Critical TeleSelling Skills, and Advanced Skills, among others, are designed to enhance the sales capabilities of the team.

Performance Monitoring and Enhancement:

      • Sales trainers lead by example, demonstrating how to close sales effectively. Hence the right trainer is that person who has atleast seven years of selling experience and then become a trainer.

        • They keep a meticulous record of training activities, including dates, topics covered, and participants, ensuring that the sales associates’ knowledge about the company’s products is comprehensive and up-to-date.

        • By coordinating with other sales trainers and sales managers, they ensure that the training plans are structured to meet the company’s financial objectives. 

      Professional Development and Support:

      In various industries such as telecommunications, financial services, healthcare, retail, and software, sales trainers play a pivotal role. They deliver all necessary sales training and development, support, mentor, and encourage the sales team to become a successful, motivational force.

      They are also responsible for the hiring and onboarding of new sales trainees and continuously update their job knowledge by participating in educational opportunities and reading professional publications.

      Difference between sales coaching and training

      Sales training and coaching, while closely related, serve different purposes. 

      Training equips representatives with the resources needed to start selling effectively, whereas coaching focuses on addressing individual needs and situations. 

      Coaching is more customized while training gives you a hand-book which has proven methodologies to win the market share.

      Both are essential components of a comprehensive sales enablement solution, crucial for ensuring that sales reps hit their targets and contribute to revenue growth. 

      Organizations leverage these programs to develop skills across various areas, including sales calls, new product messaging, and pipeline generation, with sales reps who receive dedicated coaching experiencing significantly higher revenue growth.

      Required Qualifications and Skills

      Embarking on the path to become a sales trainer requires a blend of formal education, practical experience, and a robust set of interpersonal and organizational skills. Here’s a closer look at the qualifications and skills necessary to excel in this role


          • A minimum of 1-3 years of experience in a sales role is typically preferred, with some positions requiring up to 10 years of sales training and development experience in a business or corporate setting.

          • Experience as a sales representative is invaluable, as it lays the groundwork for developing and documenting effective sales techniques.


        Communication and Interpersonal Skills

            • Exceptional oral and written communication skills are paramount, enabling the trainer to design effective training programs, deliver engaging presentations, and foster a supportive learning environment.

          Organizational Skills:

              • Strong organizational skills are essential for managing training schedules, resources, and participant records.

              • Time management skills ensure that all training activities are conducted efficiently and within allocated timeframes.

            Analytical Skills:

                • The ability to analyze and interpret market research is crucial for understanding client needs and tailoring training programs accordingly.

              • Measuring performance and identifying areas for improvement are key to refining training methods and enhancing the sales team’s effectiveness.

              Personal Attributes:

                  • Leadership and Coaching Skills: Strong leadership skills are necessary to guide and motivate sales teams, while outstanding coaching skills help address individual learning needs and challenges.

                  • Strategic Thinking: The ability to think strategically aids in the development of comprehensive training programs that align with organizational goals and sales targets.

                  • Lifelong Learner: Being a lifelong student oneself, constantly acquiring new skills and staying updated on sales tactics and market trends, is crucial for maintaining relevance and effectiveness as a sales trainer.

                Difference between a behavioral sales trainer and a functional sales trainer

                Understanding the nuances between a behavioral sales trainer and a functional sales trainer is pivotal for those aspiring to become a sales trainer. Here’s a breakdown to clarify these roles:

                Behavioral Sales Trainer vs. Functional Sales Trainer

                Aspect Behavioral Sales Trainer Functional Sales Trainer
                Focus Salesperson’s behavior, attitude, and mindset Sales process, techniques, and strategies
                Skills Developed Rapport building, understanding customer needs, decision making, influencing others Managing the sales process, handling objections, closing deals
                Benefits Applicable across various businesses and markets; enhances leadership skills Equips sales reps with knowledge and skills for specific job performance
                Common Coaching Positions Middle management, C-suite executives Sales representatives, new hires
                Outcome Alters behavior to improve performance Teaches specific skills or techniques

                This can be better understood through an infographic.

                Behavioral sales trainers concentrate on modifying the sales representatives’ behavior to boost their performance. 

                They guide sales reps in developing essential skills such as active listening, managing up, influencing others, and effective communication. 

                This form of coaching proves beneficial across all businesses and markets, including private wealth management service companies, retail, telecommunications, biotech etc

                It’s often used as a reward for emerging and seasoned leaders to refine their leadership skills.

                Functional sales trainers, on the other hand, focus on the sales process and the technicalities involved in making a sale. 

                They help salespeople develop the necessary skills to navigate through the sales process, handle objections effectively, and seal deals. 

                This training is crucial for sales reps to acquire the knowledge and skills needed to perform their job efficiently.

                Both types of training are essential for a well-rounded sales training program. 

                Behavioral sales training aims at changing the team’s behavior to enhance overall performance, while functional sales training focuses on imparting specific skills or techniques that can bring immediate result of increasing sales confidence.

                Effective sales training strategies include getting buy-in from the sales team, addressing common sales situations with viable solutions, making the training easily applicable, and using data to understand what works and what doesn’t. 

                It’s important for managers to prioritize consistency in onboarding, management, process, and culture to improve sales performance. Building trust with reps through small, consistent moments over time and defining actionable analytics are key strategies to drive self-improvement and identify areas where reps can enhance their skills.

                Certifications to be a Sales Trainer

                To become a sales trainer, a blend of qualifications, skills, and certifications is essential. Several organizations offer certifications that can bolster a sales trainer’s credentials.

                Success Vitamin also offers the Sales Train The Trainer Program which is a highly prestigious certification and most sought after by the organizations due to the chief mentor, Pritha Dubey’s connections, expertise and experience in the sales field.

                Read more about International Sales Trainer- Pritha Dubey

                She is a master negotiator and an effective trainer who brings in a premium experience to the organization and builds a sales arsenal for them.

                If you are looking to get trained under the right person who can help you train on the functional end and increase your profile credibility and 10x your sales confidence with just one program then this is it.

                This particular sales Train the trainer program is a flagship program of Success Vitamin that happens on a quarterly basis and we have one going live in the month of JUNE.


                What happens during the 4 day duration?

                Day 1: Sales Fundamentals Induction – The trainers go through the real program as participants to get a first-hand feel about the program. Wear the trainer hat & analyze the day’s session flow, the why, what & how. They receive the Trainer instruction guide, PowerPoints, and participant workbook to refer

                Days 2 : Trainer Competency – Adult learning principles, handle disruptions, how to conduct TNA, Content design & development, Creating organizational impact

                Day 3: Trainer competency – Presentation Skills, Facilitation Skills and Giving Feedback Skills

                Day 4:

                Teach back and Assessment.

                •15 mins of any portion of the Sales Confidence program, to be delivered.

                •The delivery will be assessed on trainer competencies and subject knowledge.

                Video Playback review

                Benefits of becoming a sales trainer

                Starting a career as a sales trainer opens up a world of opportunities, not just in terms of job satisfaction but also financial rewards and flexibility. Here’s a closer look at the benefits:

                Freelance Projects:

                    • High-Pay Opportunities: As a freelance sales trainer, you have the potential to land high-paying projects. Companies often seek external experts to train their sales teams, offering lucrative contracts for specialized workshops or comprehensive training programs.

                    • Flexibility and Autonomy: Freelancing allows you to choose projects that align with your interests and expertise, giving you control over your schedule and work-life balance.

                    • Diverse Experience: Working with a variety of clients across industries enriches your experience, making your training approach more adaptable and broadening your professional portfolio.

                  Corporate Environment:

                      • In-House Training Programs: Incorporating as a sales trainer within a company, you play a critical role in shaping the sales strategy by training the in-house sales team. This involves developing customized training materials, conducting workshops, and providing ongoing coaching.

                      • Career Advancement: Being part of a corporate structure offers clear career progression opportunities. As you demonstrate your impact on the sales team’s performance, you can advance to senior training roles or even into strategic sales leadership positions.

                      • Steady Income and Benefits: Unlike freelancing, a corporate role provides a stable income, along with benefits such as health insurance, retirement plans, and paid vacations.

                    Whether choosing the freelance route or incorporating into a company, becoming a sales trainer offers a rewarding career path. You have the chance to influence sales strategies, improve team performances, and witness firsthand the growth and success your training brings to individuals and organizations alike.


                    A career as a sales trainer offers a unique opportunity to influence the success of sales teams and contribute significantly to the growth of various industries. 

                    From the inception of understanding the role, acquiring necessary qualifications and certifications, to the actual delivery of impactful training programs, this career path demands a blend of expertise, dedication, and continuous learning. 

                    The dynamic landscape of sales, characterized by evolving trends and technologies, requires trainers to stay ahead, ensuring that their training programs remain relevant and effective.

                    As we observe the diverse impacts a sales trainer can have, from enhancing team performance to driving sales efficiency, it becomes clear that this role is not just about imparting knowledge but also about shaping the future of sales. 

                    Ready to Take Action? 

                    Pritha’s Train-the-Trainer program can equip you with the tools and strategies you need to become a highly sought-after sales trainer.


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