Pro Training/Enablement Tip: The Client Contract

(yes, ESPECIALLY in corporate settings)

In my first job as a Training leader, year one was about getting ANYONE to care about training. By the end of year two, my job was prioritizing requests, deciding my team’s scope, and defining success.?

GREAT problem: everyone wanted training.

BIGGER problem: most issues weren’t training issues.

So what do you do when the sales leader comes and says he needs negotiation training for all sellers to be rolled out by Friday in his regular sales meeting (you have 20 minutes)?

((Comment if you’ve been here! I’ve been nearly EXACTLY here about 10 times)) ??

My advice: you teach them the process and sign a contract. Looks like:

“Super glad you engaged us. I’m confident we can help. Like you, we have a discovery process and I’ll need 30 minutes of your time + 2 of your managers, top sellers, and struggling sellers. Can you do that this week?”

DOWNLOAD: How to Partner with Busy Sales Leaders

Then teach them the most successful process:?

1. We start with a needs analysis. “You’d be surprised to learn there are about 20 ways to teach negotiation and 20 other subjects that I’ve seen solve your problem that AREN’T negotiation.”
2. We study sales results, listen to calls, & do interviews - these can go fast, but it ensures we’re relevant and you get results.?
3. Teach timeframe: The process takes a few weeks to do right. “Did you know every 1 hour in a classroom is 3-5 hours of prep work?”
4. Let’s start by talking about the results you want…challenges…how you’ll measure success…

From here you start scheduling more interviews and the actual training time and space - telling THEM how much time you think you’ll need PLUS THE FOLLOW-UP SESSIONS.

Don’t get bullied into a timeframe, and be WILLING TO WALK AWAY if it’s 1 week or nothing.

Here is where I get out the contract. I capture the end results, how we’ll measure it, what success will look like, and each side’s commitments.?

This is so important - how often have you had leaders ask for the world but give you no time?

BONUS PRO TIP: the contract can’t even be signed and work can’t start until you get baseline measurements of the success measurements!?

DOWNLOAD: Sales Training Vendor Partner Checklist

In fifteen years of providing outsourced sales and management skills training to clients, we’ve made some mistakes and missed the mark. EVERY TIME it’s when I’ve rushed the process, skipped the education, and didn’t collect the baselines.

Define the process, collect the results and baselines, teach your internal clients, then PUT IT IN WRITING!

Like this? I’m collecting awesome pro tips from veterans in the biz for a webinar + Q&A on May 22nd. Come get mentored by some of the best in the biz.?

Register here to join (or watch the recording after): https://bit.ly/44y8Fzz

Then get your questions ready!!

Want more insight? Check out our blogs here: https://factor8.com/blog/