5 Tips on Choosing Effective Sales Training

Done right, sales training can drive growth of over 30% in just 6-12 months. Yet time and time again, the benefits are temporary, the enthusiasm is transient, and in three months time it’s back to business as usual.

It doesn’t have to be this way.

Here are five critical elements that winning sales training programs share:

1. Training is conducted in person, with the sales team together. Here is the secret sales trainers don’t want you to know: the true magic of sales training is when the sales team learns from each other. This peer-to-peer best practice discussion is more effective, applicable, and likely to last.

2. Agenda is short on lecture and high on participation. Sitting in a classroom is tough enough on your sales team. To keep them engaged, make sure the curriculum is 75% discussion and 25% lecture.

3. Program addresses both the art and science of selling. Sales training tends to focus on either the art of selling or product-specific technical training. Which is better? As you can imagine, you need both.

4. Program is customized to the company, and to the individual salesperson. Effective sales training is specific to unique challenges of the company and the individual participants. A strong program is customized to each participant with assessments. In addition, the group discussions provide relevance that’s specific to your company.

5. Training drives accountability and effort over time. Effective training programs change the behavior of the participants. Changing behavior requires sustained effort over a period of time. Sustained effort requires accountability. That’s why each of my sales trainings are not complete until each participant has created their own 13 week action plan. And then we ensure that a follow up mechanism exists. And yes, those who complete their action plans receive an award.

Are you ready to grow your business? If so, consider investing in your sales team. Choose the right program and your results will be immediate, leveraged, and sustained.

May you dream bigger, reach higher, and achieve more.
Alay Yajnik (@AlayYajnik)
Alay’s passion is working with business owners to grow their businesses and reclaim their time. Visit Alay’s website for more business ideas: www.alayyajnik.com.