A sales training course should offer the right balance of foundational skills and new approaches and mindsets. It should also provide the flexibility to tailor a learning journey that optimizes workplace transfer and maximizes return on investment.
Choose the Right Course for Your Needs
The first step in choosing the right professional sales training course for your team is understanding their needs and how different selling styles can impact their performance. A good place to start is a sales training course that aligns with your company’s existing sales methodology and addresses common challenges like qualifying opportunities, planning calls, and building customer relationships.
Alternatively, you can also look for courses that teach more advanced strategies and tactics for sales leaders and managers. These programs may cover topics like leading a sales team, setting and measuring KPIs, developing strategies for new accounts, and overcoming buyer objections.
To narrow your search, consider asking potential solutions providers about the types of sales training they provide and if they can demonstrate the effectiveness of their systems. Ask whether you can observe a training session in person or via video before making your final decision.
Regardless of the sales training program you choose, it’s essential to remember that learning is not an instantaneous process. It takes time and repetition to develop and master a skill, so the training courses you select must offer plenty of opportunities for participants to practice what they’ve learned. In addition, a successful program should provide immediate feedback and support to ensure that learning is retained and translates into real-world results for your team.
Check the Credibility of the Training Provider
Choosing a sales training provider with a credible reputation is essential, and several ways exist. For example, you could ask to speak with previous clients, request references, or do a simple Google search to see what others have said about their experience with the provider. You may also want to check whether the training is a standalone course or part of a larger program and how long it will run.
Inside sales training courses typically focus on engaging prospects, booking appointments, delving into their motivations, resolving their concerns, and closing. They also cover topics like the buyer’s journey and sales strategies. Outside or field sales training programs are typically geared toward interacting with customers face-to-face. They also cover consultative selling, customer engagement strategies, and negotiation techniques.
Check the Reputation of the Training Provider
When choosing a sales training course, it’s essential to consider the provider’s reputation. Look for a provider with a strong customer satisfaction and sales success track record. You can also learn much about a provider from their website and how they communicate with customers. Look for a company that is easy to work with and provides valuable information on their courses.
Another thing to consider is the effectiveness of the training. A good training program will incorporate reinforcement techniques to ensure sales reps implement their learned skills. This may include one-on-one coaching, e-learning, reinforcement emails, and checking for implementation in daily sales activities or during team meetings.
Your sales training course should reflect your business’s needs and goals. For example, suppose you need to train new sales reps. In that case, you may choose a training program that covers the basics of sales, including prospecting, qualifying leads, and creating effective presentations.
A good training program will also give sales managers the tools to lead their teams effectively. Ideally, this program will teach managers to coach their sales reps, improve win rates, and achieve sales goals. This will help ensure that your sales team consistently meets and exceeds expectations.
Check the Cost of the Training
Different sales training programs are available to fit your budget, but it’s important not to skimp on quality. Investing in great sales training will pay off when it comes to higher quota attainment, revenue growth, and lower sales force turnover. A good program should also include evaluation and sales enablement tools to increase the ROI of your investment.
For example, consider a virtual sales training course that offers premium video lessons and mobile learning. The training will help salespeople build customer relationships and increase their effectiveness through various learning paths and interactive features, such as coaching sessions, webinars, and community engagement. Another option is a sales training course that teaches new skills for overcoming resistance and closing sales. The course will teach reps how to develop their value proposition, establish trust and credibility, resolve buyer objections, and more. The course will also provide practical application tools, such as a new sales script, to help them increase their sales success.
A comprehensive sales training program should have multiple components and include a variety of learning styles, such as interactive exercises, webinars, videos, case studies, and virtual simulations. It should also be designed to align with the needs of your business and industry. Adult learners will have little patience for generic training not tailored to their markets, industries, solutions, customer types, and roles.