Training your salespeople and other staff is essential, but the most expensive options are those that soak up all the resources without delivering results. Therefore, it’s always a good idea to choose customized sales training, as they’re more effective options and translate easily to field usage. The goal is to choose one that uses flexibility so that you can pick and choose what is best for your employees. The company or person you choose should talk to you and work with you to ensure that you get what you need.
A salesperson who goes into training probably does so under protest. Most people think they already know what to do and when, so they believe that learning is for newbies and everyone else. However, if they see that the program mirrors their world and needs, they’re more apt to listen, learn, and be committed to the process.
Learn and Do
Most training manuals and programs online focus on learning the basics. While the fundamentals are essential, you also have to know when to use them and how to do your job. Customized sales training bridges the gaps between learning, theory and doing, which means representatives can absorb the content quickly and use it in their lives at work.
You may not consider it right now, but integration is essential. You’ve probably got procedures and training modules in-house, such as videos, workbooks, and others. The goal isn’t to get you to throw it all out but rather, the customized sales training you receive should utilize those programs. It should also focus on your particular procedures so that salespeople already know how to use the system and what procedure/script to follow when they finish their education. That way, it reduces disruption and allows them to seamlessly move from trainer to salesperson.
The Sales Coaching Institute is dedicated to delivering customized sales training solutions that provide more than just your run-of-the-mill, keynote presentation, and cookie cutter sales training programs. Click here to know more about the institute.
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