Seven Tips To Ensure You Find The Right Sales Training
The geographical distribution of the private training provider base is reasonably
even (measured by training providers as a proportion of the overall business population), although the North West region has a slightly below average density of training providers The Private Training Market in the UK - IFLL Sector Paper 2
If you put Sales Training in Manchester / North West England into a search engine, the above statement seems almost redundant, the region appears to be swarming with sales training businesses.
The sales training scene can be a bit of a minefield; Sales Directors cant just Google and hope for the best.
Here are 7 things you can do to make sure your team receive the training they deserve;
1.Ensure that the course or workshop is built around your requirements
Once your training consultants know what you want to achieve, when they fully understand your requirements - that is when they should present their recommendations.
2.Let the trainer spend some time out with one of your sales team
And not only with the best one youve got, you arent trying to show off, you are trying to give a realistic picture of your teams training requirements, if anything you should be proud of yourself for trying to improve them.
Let them see what really needs to change, nobody benefits from a course set at the wrong level.
3.Agree a criterion for success
They require training to achieve something they cant already do or need to do better, so;
What is it?
What difference will it make?
What will you be counting to show it has worked?
The way you measure your business is the way you manage your business!
After the training is over, what single thing above all others - needs to be measured so that you can gauge how successful the process has been?
If you agree that from the outset, a good training consultant will ensure it is highlighted throughout the course.
4.Ask your trainer for a one hour taster course
Lets take it for granted that the sales trainer knows how to sell.
So if all your prospective trainers are all exceptional sales people how do you know if they are exceptional sales trainers?
Invite one to your next sales meeting to do an hours training FREE OF CHARGE on a subject that will help the team, that way you get to see whether you want your team to be exposed to their training style for an entire course.
One hour watching them in action has got to be more worthwhile than one hour listening to their well rehearsed sales spiel.
5.Make sure you get a Sales trained trainer and not a Sales Theorist
What did your consultant do before he or she decided to enlighten the world with their wisdom?
Were they any good?
Do you want someone training your sales managers how to manage, or your sales team how to sell when theyve never had to do it themselves?
6.How much time will they dedicate to your team after the event?
Will they offer your team email and telephone support from the course leader to help them implement what theyve learnt?
Will they provide a free, interactive refresher by email to ensure delegates stay on track?
7.Check out the testimonials
Every website should have them; have a look at what their customers said about the training they received.
But most of all, ask them;
Do they genuinely care about the results, do they want to help you improve your team, to help you achieve your goals and targets, or are you just another customer?
Look them in the eye and see how honest the response is.
by: Chris Murray
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