What to Look for When Selecting a Sales Training Program

Training and development are essential for your company to thrive. As a sales leader, you’re responsible for providing your team the tools they need for success. A strong sales team will separate your company from the competition. A well-trained sales team provides your company new opportunities which can lead to big returns. There are several sales training programs out there that your team can benefit from. Here’s what to look for when selecting a sales training program.

Identify Your Company’s Needs

The first step in selecting a sales training program is to evaluate your company’s needs. Determine where the sales gaps are in your company. The sales training program you choose must be the solution to your company’s problem. For example, if you’re looking to improve your sales team’s negotiation skills, make sure the program addresses that particular skill set.

Reputation of the Program

Research the reputation of all the potential options that meet your company’s needs. Find testimonies from other companies who have implemented the program and review their websites for their training programs.  Also, take a look at the providers’ blog posts to assess their thought leadership.

Customization

Depending on company size and industry, a one-size-fits-all approach may not work for you. The program you select should be customizable to your company’s specific sales roles and methodology.

Program Sustainability

Look for a program that includes pre and post-training assessments that will reinforce the training. The program should have an established plan that maps out what will happen before, during, and after the training. Sales training is a big investment for your company and you want the skills learned to be applied.

Select a Program that Focuses on Your Sales Process

Select a sales training program that establishes a foundation for your sales team, one that will help you implement a sales process within your company. Be sure that your sales team will receive comprehensive instruction and ongoing support in areas including emotional intelligence, leadership development, communication, time management, goal planning, sales skills, prospect qualification, negotiation, sales process and closing.

Format

Select a sales training provider who will actively involve your sales team in the learning process. It’s important that the sales training provider facilitates the training around roundtable discussion and experiential learning. In addition, the sales training program you select must encourage your sales team to connect with their past experiences with their current knowledge-base and activities. Your team’s motivation to learn will increase when the training connects with real-life situations, particularly in relation to the specific concerns of your sales team.

Request a Demo

Be sure that it is possible to see the training program in action before you decide to make an investment. If it’s not possible for you to see the training in person, request a video sample of the program.

Following the tips above will guide you to selecting the ideal sales training program for your company. Continued sales training is imperative to the success of your sales team. The right sales training program will help your sales team stand out above the competition.

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