How can you improve sales training with external help?

Consider identifying the criteria of the external sales trainer you are looking for. For example, their background, framework, style of delivery, suitability for your audience and previous experience training in your industry. While it's essential that they bring in some kind of expertise, it's also important to be mindful to have the right fit which could add value to your organization.

Siempre que busques un capacitador que ayude a tu equipo comercial a mejorar un proceso, intenta contratar personas que han probado y validado lo que te ense?arán. Teoría se puede aprender mirando videos de youtube. Lo que buscarás con la formación es que un formador te cuente cómo transitó el camino que estás por transitar. ?Objetivo? 1. Disminuir el impacto de la curva de aprendizaje. 2. No cometer los mismos errores. 3. Capitalizar el aprendizaje y experiencia de otros.

The other advantage to this fresh perspective is they have not been told “no” by your prospects so they are coming in without any preconceived notions and a very open mind that can positively influence your sales teams.

"Contrato formadores externos porque así mis vendedores prestan más atención". Me lo han dicho en más de una ocasión. La mirada externa tiene un doble efecto: 1. El externo tiene una mirada a priori validada por el equipo. 2. Su objetividad e imparcialidad, permite revisar errores sin involucramiento emocional. Muchos líderes comerciales tienen buenas ideas, pero no logran calar en el equipo y necesitan reforzar con la validación de un capacitador externo.

Especially if the sales trainer has been doing sales or done sales before and been training different organizations across different industries and sectors. This is helpful to benchmark our current practices against what other companies are also doing.

It is easy to push training down in prioritization because of limited resources, but if your sales team is asking for training, you are already falling behind in performance. Bringing in outside resources ensures you deliver sales training proactively before performance is negatively impacted.

This could be yes and no at the same time. Yes, as the external party is doing the delivery, compiling the evaluation and managing the training consumables. No, as there would be plenty of alignment session and preparation work to be done by both internal and external parties to make sure that the messages are aligned.

It would be ideal that before even sourcing for external trainers, the internal team is clear about what to be achieved from this training. Identifying the exact learning objectives, expected outcomes, challenges faced by the participants, participants' profile and their job nature would be helpful in painting a clearer picture for the external trainer.

While they could be many who claimed they could do the job, it's essential that you outline the key criteria and requirements of the trainer. It could be their style of delivery, their previous clients, their background, qualification and experience, their credentials and their niche.

I obviously love this post because I am a sales trainer focused on the Tech space. The advantages are I speak your language because I have been there and done that. I customize with your solutions so it's real world and we do a minimum of 1 year follow up to make sure they execute for the best improvement in results. Thank for the plug. Cheers all.