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Supercharged Sales Training
Planning a training session for your sales staff? Good for you. Experts say that professional development opportunities are a great way to help your team stay sharp, motivated, and professionally fulfilled. Good training is a win-win situation—but it’s important to keep in mind that not all training is good training. Use this rubric to fine-tune your approach to staff development.
Is the training applicable and role-appropriate? Make sure most of the material you’ll be covering has direct relevance for everyone who will be attending. If the staff members can relate the training to their everyday on-the-job experiences, they’ll be more likely to be engaged, interested, and primed for learning.
Is the training practical? For sales team training, avoid wallowing around in theory and hypotheticals. Instead, focus on real-world, hands-on scenarios that they can use on their next sales call.
Is the training experience-based? Forget fly-by-night training outfits, motivational speakers, and self-proclaimed gurus. If you’re calling in an outside expert to lead your next training session, double-check their sales credentials first. Choose trainers with a verifiable track record of success in both sales AND training.
Is the training rewarding? What’s in it for your team members? Sure, learning’s a noble pursuit, but you’ll really grab their attention if you offer incentives for completing a course, or for demonstrating the skills learned in the training session. At the very least, order in lunch for your crew!
How do you handle training for your sales staff? What makes a training session successful in your view? Let us know in the comments.
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Submitted by jaybibbs on 6 July 2009 - 8:52am.
Is find sales trainers that can provide tangible real world experience. I agree with your point on the hypotheticals, and I think there's plenty of that and it can be time consuming to separate the wheat from the chaffe. Most recently, our company has done some sales seminars with Dave Kahle and had pretty good success with his approach, after swinging and missing with a couple other sales trainers. I would definitely recommend him, a page for his various sales seminars can be found here http://www.davekahle.com/liveseminars.new.html, and I would highly recommend him.
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