In today’s world with intense competition, the marketers are finding it difficult to find out quality training within affordable budget. Selling skills improvement on a regular basis is the key to outshine competitors.
There are plenty of mushrooming ‘trainers’ in the market who claim to provide the best ROI. But unfortunately many of them fail to grasp the complex business cycles and core objectives of their client.
So, what are the definite guides for choosing an ideal training partner?
a) Objectives on Process change: “Selling is a process. Only when it’s not a process, it’s a problem”. The quality of the process is highly dependent on the level of skills. So before choosing a training program, the marketers need to figure out the ‘changes in process’, they are looking for, through the particular training. The objective of every Sales Training should be directed towards the smoothening out of the Sales process rather than complicating it.
b) Experience of the Trainers is a reliable parameter. Experienced sales trainers, who have witnessed business of various industries along with effects and counter effects of different ‘Selling Techniques’ can definitely guide a marketer more efficiently.
c) Flexibility in Approach: The trainers should fit in the requirement of your organisation in terms of content, time and logistics. Customised Sales Training approaches should be always given more preference than on conventional old age methods.
d) Pricing: Conventional training methodologies are always costlier than SAAS/ Online method. Attrition among the ‘learned’ sales force adds woes to the organisation. Conventional training expenses remain more or less same in case of training the newly joined replaced sales force. SAAS training charges are on per user basis. So people are gradually shifting towards online/SAAS based training for their sales force to reach a vaster geography simultaneously with reduced cost!
e) Evaluation of effectiveness: ROI from a Sales Training needs to be transparent. The training module should ideally integrate with your existing ERP/CRM or Performance Management System. This enables the decision makers to identify the learning gaps of Sales persons on individual basis. The impact of Sales training needs to hike the sales figure. Although it may take gestation lag of maximum 2- 3 months but Sales Skills Improvement bound to come.
So, whenever you are thinking of training your Sales people, please evaluate your training partner against the above five parameters. We are definite; it’ll help you in identifying your right Trainer!
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