Selecting a Sales Training Partner

Hi Everyone,

Welcome to the fifth edition of Pitch Perfect.

You’ve decided to invest in developing the skills of your Salespeople – but how do you find the right partner to deliver the right sales training program that works for your business and achieves the right outcomes?

In this edition of Pitch Perfect, we have 10 top tips to enable you to differentiate between offerings and select the partner that’s going to create the greatest value for you and your organization.

Choosing the Right Sales Training Partner: 10 Top Tips

Those responsible for sales development or sales enablement may stand or fall by their decisions around which training providers to select. While different projects might require different partners, a bad fit can create major headaches. In contrast, aligning with the right provider significantly boosts engagement, execution, and skill application.

So how can you avoid the pain of selecting the wrong training partner? How can you ensure you don't waste time, effort and money on a training initiative that doesn't work? Here are 10 key considerations when selecting a high-performing training partner.

1. Change Management: They treat sales training solutions as change initiatives, engaging Salespeople, and the broader organization. For maximum impact, they place as much emphasis on pre/post-training activities as they do on what happens during the event itself.

2. Leader Sponsorship: They see leader sponsorship as integral to success. Active engagement from senior leaders drives participation and reinforces learning application.

3. Sales Manager Coaching: They recognize the importance of the Sales Manager as a coach. They equip sales managers to coach learned skills and behaviors, ensuring transfer from training to reality.

4. Personal Benefits: They clearly communicate the "What's In It For Me?" of the training, to motivate individual engagement.

5. Flexible Delivery: They offer a variety of training delivery approaches. Choose a provider offering various delivery channels (in-person, virtual, digital, blended, etc.) based on your specific needs.

6. Reinforcement Strategies: They promote the power of reinforcement. They improve learning retention and application through post-training reinforcement like manager coaching or refresher sessions.

7. Simple & Rich Methodology: They offer a rich but easy-to-understand sales methodology. They aim for straightforward, relevant, and adaptable sales approaches for your team.

8. Practical Toolkit: They provide a practical toolkit to support real-world applications.

9. Aligned Sales Approach: They practice what they preach. Assess if the provider's own sales practices align with their training and reflect the approach you desire for your team.

10. Proven Track Record: They have a proven track record. Seek demonstrably successful case studies, references, and testimonials relevant to your needs.

So there we go, our 10 tips for selecting a sales training partner. Are there others we haven’t covered that you would recommend?

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