If you’re investing in sales training, make sure your time and money are well spent. Plenty of service providers promise to take your team to the next level and hey, they’re in sales so they’re convincing. But you don’t have time to waste. So use the criteria below when choosing a service provider, to make sure you’ll get training that’s comprehensive, actionable and long-lasting.
- Instruction: Look for sales training that includes stages, tools, skills, and how the sales process is reflected in the CRM. Try to avoid sales training that relies on an instructor doing all the talking and instead look for training that is interactive. Training that includes role playing and a participative format will help attendees learn, practice and share with one another before deployment in the field.
- Accountability: For success, there needs to be clear direction from the managers to the reps on what’s expected, what’s to be accomplished, and the metrics that will be the window into achievement. If this is lacking in your organization, look for a service provider that can provide training in accountability.
- Measurement/Metrics: What are the reportable pieces of data that will help in the new commercial strategy to get the most qualified customers into the pipeline? Training should also teach that the metrics must be clearly defined and realistic to achieving goals—as well as how to make that happen.
- Reinforce and Reassess Through Coaching: Rather than send your sales team through training and leave it at that, look for a service provider that offers follow-up coaching to make sure lessons stick and to answer any questions that come up later when the sales team is implementing the new process and training.
- Online Learning Platform (OLP): Repetition is the key to success in learning new skills and modifying sales behavior. An OLP gives your team the opportunity to revisit lessons as needed after the training is over.
- Sales Managers’ Development and Accountability: Sales managers should also receive training to prepare them to act as coaches for the sales team members.
A lot depends on the effectiveness of your sales team. Make sure the training they get is effective too by using these criteria when choosing a service provider.