Issue No. 65 - June/July 2012
More bang for the sales training bucks
by Craig Stubing
If you are the sales boss in your organisation you may, at one time or another, consider accessing some sales training for your sales group.
If you do, one of the main challenges will be to ensure that you get a suitable return on your training investment and not just a ‘feel good’ exercise. Here are some tips and other points to consider that may help you choose the right trainer and get the results you want –
Examine the trainer’s background
Do they have a background in training and sales? Over how many years?
The stronger the trainer’s background the more able they will be to train from the heart and not simply from the book. Also, the more likely it is that they will be able to answer any curly questions that your group may come up with.
Brief the trainer properly
Make sure that the trainer has a clear understanding of your requirements, the changes you wish to see and the results you want to achieve.
As part of this process the trainer may wish to survey your group to get a better idea of where they’re coming from. This is a good idea but make sure that you see the results of the survey – you may learn some things you wouldn’t otherwise learn.
Review the training material to be used
Can you see how it will address your needs? Is the material to be used ‘off the shelf’ or is there some opportunity for the material to be customised to suit your needs? Is the material locally-produced or is it from an overseas source? Does the material include the provision of Action Projects? Who owns the copyright to the material?
Clearly, if the trainer owns the copyright there is greater scope for the material to be customised to suit your particular needs and situation. If the material is produced locally it is more likely to be usable in the local business environment.
Take an active interest
Consciously or not your group will take their lead from you. If you are commit...