How do you find the best IT sales training for your team?

There are 3 pillars I suggest exploring when considering IT sales training. The first one is data - what are the metrics revealing about the team's strengths and weaknesses? The second one is what the team feels are their biggest challenges. Before exploring the 3rd pillar, I'd compare the first two and explore if there are any correlations. The data reveals the ratios of conversion combined with the team's "perceived" challenges which can be subjective to their mindset and attitude. Then, the 3rd pillar is to explore whether the IT sales training options you are exploring offer anything revolutionary. Does it help the team/business evolve? Are the methodologies different? More of the same won't produce different results.

Assessing your team's needs involves: 1. Surveys: Gather feedback through surveys or questionnaires. 2. Review Data: Analyze sales performance, customer feedback, and metrics. 3. Individual Meetings: Hold one-on-one meetings with team members. 4. Group Discussions: Organize discussions or workshops. 5. Manager Collaboration: Work closely with managers for insights.

Ultimately, this will come down to team implementation so I'd gather a BETA group within the team who are adaptive and have a growth mindset towards personal/professional development. The training with the highest level of accountability will always be the most successful. There isn't a knowledge shortage, there's a "how-to" shortage. People need to know why they are doing something and shown how to do it. This will lead to the best results.

Researching the available options for IT sales training involves: 1. Online Platforms: Explore training options available on online platforms. 2. Reviews and Testimonials: Analyze feedback and experiences shared by others. 3. Referrals: Seek recommendations from trusted sources. 4. Samples: Evaluate sample materials or sessions provided by the training programs. 5. Comparison: Compare the features, content, and delivery formats of various training options.

Albeit cliche, this is really something I believe should be intuitive. According to Simon Sinek, we make decisions with the limbic brain (emotional brain) then we rationalise them. Ultimately, the aim of training is to evolve, expand, and refine. Sales is about human nature just as much as it is about providing a solution. Understanding the psychology behind sales is always advantageous. As well as sales/business revenue credentials/qualifications, I'd explore their ability to influence, engage and understand the complexities of selling - not only for the team they are training but for the methodologies they would bring into the sales process.

Assessing the quality of IT sales training involves: 1. Trainer Credentials: Review the trainer's qualifications and industry experience. 2. Curriculum Alignment: Ensure the training content aligns with your team's specific needs and objectives. 3. Customization Options: Assess if the training program can be tailored to your team's requirements. 4. Engagement Techniques: Evaluate the methods used to keep participants engaged and active during the training. 5. Evaluation Mechanisms: Look into the feedback and evaluation processes to measure the effectiveness of the training.

It's always beneficial to generate feedback from your current team, but it's also worth considering what your future looks like from a team perspective and how this training could feed into the growing team too. The decision-making process is easier when we have a clear idea of exactly where we wish to go.

Most metrics need to be measured over time consistently. ROI from training isn't always visible immediately, as the implementation needs to be consistent, over some time. Training can also impact areas that are difficult to measure but that can be reflected in areas you may not expect it such as staff retention, call times, relationship quality, staff engagement etc. So it's worth generating feedback on all areas of the business rather than focusing on just sales KPI's/visible metrics.

1. Goal Setting: Establish clear and attainable objectives before and during the training program. 2. Tracking Progress: Monitor your team's progress throughout the training to identify any areas that need additional focus or support. 3. Feedback Collection: Gather feedback from participants, customers, and managers to understand how the training has influenced their performance and skills. 4. Performance Evaluation: Evaluate the overall impact of the training on your team's performance, efficiency, and sales results. 5. Continuous Improvement: Use the collected data and feedback to refine and enhance your training program, ensuring it remains effective and beneficial for your team.