How to Choose a Corporate Sales Training Program13 May 2012 4:10 pm Sales Training
There are thousands of sales training programs on the market today, but do all of them fit the requirements of a Corporate Sales Training program?
You know the answer to that question as well as I do.
There are a number of factors to take into consideration when choosing a corporate sales training program. Here are three important ones to get you started:
1. What defined, measurable, and corporate bottom line results are you looking for?
In other words, what objectives do you want to accomplish over what period of time, and how will they be measured?
As you know if you don’t have defined, measurable objectives or goals with time frames, they will not be achieved. This applies to the success of a corporate sales training program and your day-to-day successes, not only in sales but in your personal life too.
“Success is defined as the progressive realization of a worthy goal.”
The objectives should not only be numbers, meaning the desired sales or bottom line results. You already know that you cannot improve or change the numbers without first changing people’s attitudes and behaviours.
What are some personal developments or people-oriented objectives that you would like to see accomplished. After all, people are the most important asset in every organization and objectives can only be met by way of their willing participation.
2. Do you want to own and run a customized in-house corporate sales training program or do you want to rent one?
The choice for a promising corporate sales training program is like real estate. You can choose to pay rent and the money goes out the window without any return on investment, or you can own the program, use it as often as you like and be guaranteed a return on investment.
When you invest in an in-house customized corporate sales training program not only do you own it financially, but by getting your training people involved at the onset, they too take ownership in its development. This occurs by partnering with a qualified and proven “buyer focused” sales training provider.
This way you can select the best corporate sales training process and provider, customize it with the sales training provider by partnering with in-house trainers, and allow them to take ownership.
The program can then be delivered by: a) the high-priced sales training expert or b) the internal trainers who are certified on the corporate sales training program. Once certified they can deliver the training on an on-going basis. This can be done weekly or monthly in small segments which will allow time to go out and apply what they have learned in the real world.
They will return for further training, participate in discussions about their experiences, and increase their skills through continued sales training.
In addition, corporate sales training programs should include corporate sales management training. There is no sense training the sales force if management is not “walking the talk” or coaching accordingly.
3. How much time and money are you willing to invest for corporate sales training in order to accomplish the defined objectives, and which method of delivery will you choose?
When you know the answers to these questions you can reduce the thousands of available sales training programs in the world to a few select ones. Choose the program(s) that meet or exceed your corporate sales training needs with velocity.