Most sales training companies have a unique philosophy and therefore a specialised approach. Perhaps they are strong in the area of selling business value to board level members at the expense of competitive positioning.
Perhaps attention on strategies for winning very complex sales situations dilutes their efforts toward working with students on the details and tactics that they need to execute in order to win—down to the actual words they need to be saying and to whom.
A training company that specialises in one or more areas of sales expertise will not necessarily perceive or look for your requirements in other areas. If the training/consulting provider is left to define your approach, there will more than likely be a gap in the methodology, and of course a resultant gap in the subsequent training.
One way to handle this is to employ two independent providers. One would assist in assessing your situation, defining your requirements, and perhaps in building your methodology. The second would provide the training and would be evaluated and selected based upon their ability to meet your specific (and complete) requirement set. That would insure that the first provider would not be defining your requirements to meet their expertise.
The best alternative is to employ a firm that is completely independent of any training or sales consulting provider and can offer the proper guidance throughout these steps to achieve the best possible result. Important to any company that makes an investment in sales team development is measurement.
Benchmarking current levels of performance, setting reasonable goals and objectives based upon a careful assessment of the situation and measuring progress against those goals is a necessary, but for the large part overlooked component of most training initiatives.
When progress is at or above plan, everyone is encouraged, motivated and continue to perform and excel. If expectations are not being met, the opportunity exists for immediate problem diagnosis and adjustment, insuring that the initiative will get back on track and provide the return on investment expected.
Latest News: Here is an early heads up on an upcoming Top Sales Experts Masterclass:
Hot Tips to Create a Sales Team that Soars – Even in a Recession
Presented by Danita Bye – Tuesday August 18th at 1:00 PM Eastern
In this presentation you will learn how to hire top guns that will keep on soaring and to minimize your hiring risk, including:
- Strategies to determine “the fit” between your company and the candidate
- Hiring tools to recruit a sales team that can handle any economic or competitive conditions
- Techniques to profile your sales candidates and to ensure performance after they are hired
- Key interview questions that reveal a potential new hire’s fit with your sales culture
- Measurement and analysis guides to help you gauge sales candidate behavior during the interview
Please claim your FREE place here