Invest in Sales Training tips

There is only one reason to invest in sales education for your team ~ to grow your sales!

How much should you invest, at most?

Never more than 2% of your annual sales number.

IE ~ a R1,000,000 business should never invest more than R20,000 in a year.

But by not investing at all, most especially in times of great change such as now, you may lose your edge & allow your competition to obtain a crucial initiative over you, making it twice as costly to regain the lost market share.

Before any sales training programme is accepted / approved, be sure to conduct the following 2 steps ~ ?

1) Schedule a meeting 30 days in advance of the workshop to plan the programme, based on your annual sales growth needs & future strategies & needs.

2) Included in any training programme, should be post-course follow up session/s, to gauge training outcomes & to make any sales activity adjustments that may be required to maximise the experience. *people very often fall back into bad habits, if the “new way” is not re-enforced.

Trainers who do not share your industry experiences, are most likely NOT going to be able to make a significant difference to your achievements & simply regurgitate generic learning content.

But the times are continually changing & have moved on dramatically in recent times. Therefore any training sessions should be modified to meet the changing market & your specific industry demands.

?Which Service Provider should you select?

Key factors that generate sales training success ~

?a)?????Select a trainer who understands your industry

Only make use of a Trainer who specializes in your industry & has plenty of content available to confirm that their philosophy aligns with yours.

b)?????Market experience does matter?

Ideally, the person conducting your workshop will have sold products or services to similar Customers as your own.?First prize is someone who has 1st hand experience within your own industry sector.

c)??????Sharing the “good news”

Your team does need to hear the message from a “different voice”. Of course, the message must be consistent with the Company’s strategy & goals. Many, erroneously stick to training sessions presented by in-house people. The value is often lost on delegates who often do not take the learning as seriously as from an outsider

In summary ~

To gain the best activity & results that you seek to achieve, it is preferable to introduce an experienced outside professional Trainer who has inside experience within your market sector.

A Trainer, who will be aligned & re-enforce your own message & strategies to take your Team forward.

This also adds to your own creditability & ensures that when you preach the message in the future, the message will be taken far more seriously. And a common, positive action becomes the order of the day………………

Gaining the services of a Trainer who offers the following, is a paramount ~

1)?????pre-course analysis to (a) gain knowledge of your needs (b) business culture & (c) current skills gaps

2)?????post course catch-up session/s to re-enforce adopted behavioural change & ensure success

3)?????post course open line to share queries / innovations etc

4)?????outcome guarantee ~ few offer an outcome guarantee, to ensure the training is a genuine investment

Hopefully this sheds some light on the various factors that impact your cost vs results for sales training & also gives you guidance to ensure that your training investment produces best outcomes – achieving positive results is key!