What to Look for When Considering a Professional Sales Training Program


Professional sales training programs are not quick solutions. Rather, they are a part of the solution in growing sales.

As important as it is to implement the right one, it is equally important to ensure you have a culture and a management group that will embrace the sales training program and will work to reinforce its outcomes.

Therefore, when determining which one is right for your company, consider the following questions:

Who else has participated in the program in the past? If the provider of the training cannot provide references, don't participate!

How does the supplier of the program determine what its ROI is and how do the projections compare to actual?

How customized is the program to your industry and your specific needs? Off-the-shelf programs are fine for off-the-shelf problems, but 99% of the time, the sales training needs are unique to your company, your industry and your people.

What are the tools that salespeople will be shown in the program and are they compatible with your existing sales process?

Has the provider of the program taken the time to learn your business, your culture, and most importantly, your sales training needs?

Do past participants speak positively of the program and are they actively using the tools they learned six months after it is over?

Will the provider of the program guarantee their work?

What follow-up activities is the provider willing to do after the program concludes to ensure the content sticks?

How confident are you in the people who will be delivering the program? Do they have a contagious personality Do they have a confident and competent delivery style?

How will you determine if the program is a success?

Investing in a professional sales training program can yield tremendous results -- if it is the right program and you are certain it will be customized to your particular needs. Don't settle for a program that will offer only minor improvements.
Mark Hunter
ABOUT THE AUTHOR
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Mark Hunter, The Sales Hunter, is a consultative selling expert committed to helping individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. He is also author of "High-Profit Selling: Win the Sale Without Compromising on Price."