For growth businesses to grow, they will need more sales personnel in order for them to increase their revenue and scale up. There is a problem. Training new sales agents takes time. Even worse, they are often a cost that doesn’t contribute to the bottom line.
SaaS Labs is a technology company that offers a range of services for small businesses. The company’s new Dialworks service replicates key elements of the sales team training process internally. This allows new recruits to be up and running faster and reduces the need to stop selling to their current colleagues.
Gaurav Sharma, CEO of SaaS Labs, says that “the existing solutions for selling teams are complicated, expensive, and often aimed towards the largest enterprises.” “We wanted something that was specifically designed for small businesses.
Sharma wanted to concentrate on practice calls, which are where sales agents can hone their skills before they can start talking to clients or potential leads. These simulations often involve the trainee agent selling the company’s product and then giving feedback to the sales representative. A fully-fledged sales representative can ask difficult questions about the product and provide feedback on the trainee’s handling of the call. Although it’s a great way to make sure that sales reps are ready for field work, it can be time-consuming and distract existing sales representatives from their calls. Dialworks has an alternative: it connects trainees to its coaches who play the same role as the sales team but pose as customers.
Sharma says that “Using our platform, your trainees can connect to demo customers so that they can perfect the pitch,” Sharma explained. These coaches can give feedback and rate your trainees.
Dialworks recruited demo customers who have previously worked in sales to ensure that its coaches are well-equipped to offer this support. New companies sign up for the platform and brief coaches about the product. This allows them to ask questions and to replicate real-life interactions with clients. After the onboarding process is completed, existing sales teams can focus on selling and not on training each new recruit.
Sharma created Dialworks based on what SaaS Labs had learned about small businesses through providing them with productivity and telecom services. He explains that he used insights from more than 6,000 customers of JustCall to identify that sales training was an issue when addressing customer needs.
“We analysed thousands upon thousands of calls, call analytics, and rep performance to find that the best way to increase selling was to create training tools that accelerated learning by imitating an actual workflow as closely possible.”
Dialworks will be launching in a market where many companies have reported frustrations with their training processes. According to research, US companies spend more than $70 billion annually on training programs. However, sales reps forget 70% of the information they have learned within a week. Sharma believes that salespeople will be more likely to stick with a training program that provides a closer simulation of the actual field.
He adds that “we found that the current sales training approach in companies is archaic” and follows an old-school style classroom playbook approach. “This approach is not appropriate for 2022, and nobody is really highlighting it or innovating within the space.”
SaaS Labs views Dialworks as ideal for businesses that sell into the consumer market but also for smaller companies selling products to an enterprise audience. Another potential market is the real estate industry. Complex products that require sophisticated training and product understanding will not be a good fit. Although the company initially targets companies in English-speaking countries, it plans to expand its Dialworks offerings into Spanish and German.
Businesses pay $50 per month for access to the Dialworks training panel.