WHEN A COMPANY IS READY TO MOVE BEYOND the annual “sales training motivational workshop” and get serious about creating an efficiently productive sales culture, they know intuitively that it’s a big commitment both in terms of funding and time. If you’re ready to make such a commitment, here are some questions you’ll want to ask to ensure you’re investing your money and time wisely.
HOW CAN WE COST EFFECTIVELY TRAIN A GEOGRAPHICALLY DISPERSED SALES TEAM? Ask the consulting company if they provide a blended learning solution for both classroom training and online/teleconference training for all members of your sales team. While you’re at it, ask them if they have the same blended learning for the sales managers too.
HOW CAN WE AVOID BEING LOCKED INTO A COMMITMENT THAT FAILS TO YIELD DESIRED RESULTS? Since no business partnership can be a 100% guaranteed perfect fit, make sure there are “off-ramps” built into the agreement so that either party can declare a “no fit” at periodic stages of the agreement in contrast to a multi-year contract that is essentially “for better or worse”.
WE’RE CONSIDERING A COUPLE OF DIFFERENT WORKSHOPS. HOW DO WE KNOW WHAT’S BEST FOR US? Our experience shows us that the results from seminars and workshops don’t last. Choose a sales development consultant that offers on-going incremental reinforcement sessions with opportunities for practicing the skills needed to create true behavioral change in your sales people.
WHAT ROLE SHOULD MANAGEMENT PLAY IN THE TRAINING? Include sales management early in the training consultant’s selection. Their skills in supporting their reps will directly impact the effectiveness of the training. Do inquire as to whether or not the sales consulting company supplies on-going training for the managers as to how best to support the sales training initiative.
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"Eddie is to Sales Coaching as Lombardi was to Football Coaching; a hall-of-famer! Genial and caring, Eddie takes seriously his role as coach and mentor. And he is darned good at it. You can keep doing what you are doing and get the same results, or you can hire Eddie and get better results. You pick."
Tim Fitzgerald, Owner, Right Brainworks, LLC