Advice on sales training - Forum

19/11/2009 16:11 Rachel McCallington

Hello, quick question, well advice request really. Looking into investing in some sales training for some of our new sales team, and see there's a variety of courses out there - how can i be sure that a 'Sales Training Course' will be effective for our staff? Thanks, hope you can help, Rachel, L&D Specialist

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RE: Advice on sales training

27/11/2009 16:53 Site Manager

Hi Rachel, Thanks for you question. You're right, there is a variety of Sales Training courses to choose from. What this means is that there is a great demand for this type of training, and that the providers have designed courses to meet the different industry requirements. Sales Training CoursesL vary from those for delegates 'New to Sales' in which the basic skills and techniques are explained and developed - to the more specialised techniques for Sealing big deals, or negotiating difficult contracts. Try reading the course reviews to see what previous course attendees thought about the courses - and why not request further information about a few courses - this way you can explain your requirements to the training providers who can often tailor a course to meet your businesses needs. Hope this provides some insight. Additionally keep an eye on Paul Drew from Pareto Law's Sales Training Blog here on Findcourses.co.uk. Kind regards, Kate Butterworth

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RE: RE: Advice on sales training

30/11/2009 17:19 Rachel McCallington

Thanks Findcourses, I will take a look around. I can see there's lots of helpful reviews - so will see what people are saying about the courses. But i think I'll find something, you have a good variety for our area. Rachel McCallington

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RE: Advice on sales training

10/12/2009 14:47 Paul Drew

Rachel Hi, to answer your question regarding how effective sales training can be. It really depends on what your end goals are. You need to identify what you want the sales training to achieve and set these as goals, for example are they: - Increased appointments - Increase in order conversions - Protecting your profits or margins - Improving face to face meetings - Communication enhancement - or getting past gatekeepers and clinching deals over the phone Once you have identified this you then need to speak to sales training providers to ensure that they have areas that cover your needs and can show effective ROI. Sales training is about what the outcomes are after the training. For example for our Live Telephone Selling course we ask all delegates to bring a database of their live prospects and on the course. On the course the delegates then use the database which shows instant ROI. This is only one example of how a good sales training provider works with clients to show good ROI. After any large training programme we recommend a follow up workshop to ensure the new theories are implemented effectively. During these follow up sessions delegates discuss success factors and indeed challenges encountered from practical application, building strong foundations for future best practice. I hope this helps you in your quest and please feel in contacting me or Pareto if you need any further help.

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