What is the Best Sales Training?25 June 2012 11:25 pm Sales Training
The best sales training is dependent upon the needs, desires, objectives and time duration of the individuals involved.
This is combined with management objectives, the line of business you are in and most importantly, it must relate to the buyer.
Most organizations today are aware that the economy has brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.
Sales are the lifeline to your bottom line. It is important to appreciate that without buyers there are no sales. Bottom line: no buyers, no sales, no revenue. The world revolves around sales. Buyers are everywhere. What are you doing to help them buy?
The best sales training has to be “buyer focused” and rooted in the new economy of buyers. It is no longer about you, your products or services, your organization, the brand or the solution. The best sales training is all about the buyer and their needs, objectives, and time considerations.
Subsequently, the best sales training is customized to identify the needs, objectives, and time allocations of the buyer. Similarly, sales people need to learn to change their focus to the buyer’s needs and objectives and prescribe solutions accordingly.
The best sales training engages participants from the onset and gets them involved in needs analysis, surveys, timing, ground rules and most importantly, decision making on the provider of training. By involving them in the decision making process, they in turn take ownership. This is very important to nurture their desire to learn and to actively participate. In other words, they buy into the program as opposed to being coerced or told to participate.
The best sales training is delivered in short interactive sessions, on an on-going basis, and by utilizing a variety of methodologies and advanced adult learning techniques.
Research has proven that 87% of what is learned is lost within 30 days. The best sales training allows for learning in short segments. Then, participants are encouraged to get out there in the real world and apply what they’ve learned. They will participate in discussions about their experiences, and increase their skills through continuing sales training.
The key to learning is performing in the real world and not just in the sales training session. However, if an individual should fail, he must know there is someone to turn to for coaching.
The best sales training also incorporates management sales training. Management should demonstrate appropriate behaviour, provide constructive feedback and available coaching, facilitate effective meetings, and conduct on-going re-enforcement.
The best sales training provides supportive learning tools, follow-up, re-enforcement, coaching, in-house “train-the-trainer” programs, evaluation, measurement, and available support.
Let me know what you think. What would be the best sales training program for you?