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Home Education Why Your Sales Team Needs Competitor Product Training - eLearning Industry

Why Your Sales Team Needs Competitor Product Training – eLearning Industry

Making Competitive Analysis Part Of Your Training

Product coaching is a strong software in your gross sales enablement efforts. Getting your groups on top of things in your choices has apparent advantages. But what about coaching them on what else is on the market? How vital aggressive evaluation is to your gross sales success?

Adding competitor product coaching to your gross sales enablement plans prepares your staff to reach a continuously evolving market.

Product Training Gives Your Teams A Competitive Advantage

With product coaching, we’re usually targeted on a deep dive into the ins and outs of our services and products. Your gross sales reps increase their capability to speak about buyer ache factors, options, and advantages. It helps them supply higher buyer help and create a superior shopping for expertise.

Product coaching has a direct affect on creating lengthy-time period consumer relationships and higher worker retention. But do you know that educating your gross sales professionals on different corporations’ merchandise additionally contributes to these outcomes? Among different issues, competitor product coaching offers your staff a properly-rounded understanding of what you supply and how to handle it available in the market.

Why You Should Consider Competitor Product Training

Three-quarters of corporations say aggressive intelligence is essential to their gross sales course of. Competitive intelligence includes gathering data and analyzing the strengths and weaknesses of different key trade gamers. Your findings provide you with a way of the place you stand available in the market and assist you understand how to plan in your product’s development going ahead.

Sharing this data along with your gross sales reps will assist them perceive your strengths and beat out rival choices. Conducting competitor product coaching in your group advantages your gross sales groups in a number of methods.

Show The Big Picture

Learning about your trade opponents’ merchandise is one other approach of studying about your individual. Seeing how merchandise like yours are being pitched to and utilized by prospects can reveal extra about your individual choices’ potential.

Is there one thing you’re lacking in your gross sales method that you simply see elsewhere? Or is there one thing you’re doing that others aren’t that you might emphasize as a bonus?

External product data offers your gross sales reps a deeper understanding of the trade. The huge image view places your product in context. It helps increase your staff’s confidence in with the ability to pitch your options. It additionally offers them extra perception into your buyer wants to allow them to rapidly determine and tackle considerations.

Clarify Your Unique Selling Proposition

Teaching the contrasts between your choices and your opponents’ reveals your reps what makes you stand out from the group. If there’s a niche between your options and others on the market, they’ll level out how your product fills it.

Using different services and products as benchmarks means that you can determine what makes your organization, product, or service distinctive. When your gross sales staff is obvious on what units you aside, they’ll be higher in a position to converse to your benefits.

Keep Up With Market Trends

Competitive evaluation helps you to see what’s occurring in your trade as an entire. You’ll have the ability to pinpoint issues like what options persons are trying to find, how they’re implementing them, and the way they’re spending their budgets.

When your gross sales groups have a greater concept of what individuals need, they’ll see your merchandise with recent eyes. They’ll know how one can meet shoppers the place they’re and will even have the ability to see new potential goal markets.

In quick, coaching your gross sales professionals on different merchandise offers them a aggressive benefit. It improves their confidence, which in flip will increase their willingness and talent to make a compelling case in your merchandise and help your prospects.

How To Run A Competitive Analysis

It’s clear that understanding the market from multiple angle is useful. Adding competitor product data to your gross sales coaching efforts is a win for the entire group. So what ought to your coaching seem like?

Whatever platform you utilize to ship your gross sales coaching, sure subjects must be on the middle of it. Providing evaluation of the next 5 areas will create a stable basis in your competitor product coaching.

1. Direct Competitors

Make positive you make clear who your direct opponents are. Focus on those that do precisely what you achieve this you’re evaluating apples to apples. If they’re not a direct match in your services or products, it’s doubtless loads of the advantages they tout and their goal market data gained’t be as helpful. To get a transparent image of what’s happening available in the market, keep away from referencing competitors that’s solely vaguely or partially associated.

2. Product Range

Understand every part your opponents supply—all of the merchandise in all of the variations. Knowing all of the competing services and products helps you examine your individual product extra completely. Address issues like high quality ranges, performance, and reliability. Knowing the vary throughout every of those will assist your gross sales reps zero in on extra of your product’s particular benefits.

3. Pricing And Perks

You ought to know what others in your market are promoting and what they provide at that value. Knowing how costs and choices differ from your individual prepares your groups to handle them after they discuss to prospects. They’ll have the ability to share causes past value to weigh when deciding on an answer.

For instance, do you supply comparable options at an equal or cheaper price? If not, does your product have extra or higher options that offset the fee? Are there advantages that aren’t as clear upfront however matter to the general expertise? Make positive these are outstanding on a gross sales rep’s checklist of speaking factors.

4. Target Audiences

Analyze the everyday purchaser profiles your opponents are promoting to. If their viewers is a precise match to your individual, you’ll be able to discuss how one can converse extra on to that group. If you discover {that a} competitor is tapping into new demographics, discover why. Consider how your product might be serving this viewers as properly.

Also, take note of use instances. How and when are individuals utilizing merchandise like yours? What further methods may you be pitching your individual? What different wants may you be serving?

Learning about goal personas will assist your groups focus their efforts with present shoppers and attain out to untapped markets.

5. Marketing Strategy

Give an summary of how your opponents discuss their merchandise. Are they main with one promoting or ache level over one other? Are they framing their resolution with a sure language that resonates with consumers? Knowing how others are approaching the market will help your reps converse to developments and customary considerations. It may present them alternatives to pitch your distinctive promoting proposition.

Your groups might be extra ready to make your messaging stand out after they know the message opponents are constantly sharing with the market.


Training your gross sales groups on different corporations’ merchandise promotes a deeper understanding of how one can promote and help your individual. Adding competitor product coaching to your gross sales enablement efforts offers you an additional benefit. When your reps perceive who your opponents are and the way they function, they will have the ability to compete on extra than simply value.

As you create and implement your competitor product coaching, keep in mind to replace it commonly. It’s vital to do common aggressive evaluation in an ever-altering market. Set your gross sales groups up for achievement by making certain they all the time have up-to-date data.

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