Creating an efficient and consistently productive sales culture entails more than exposing your sales team to an annual motivational workshop. Although motivation is an important factor in business, it does not address the skills and operational processes needed for sales success. Companies understanding that bottom line results are directly tied to establishing repeatable and measurable processes within their sales organization, engage a sales development trainer for assistance.
Sales development trainers are professionals uniquely trained to identify and successfully address specific challenges and shortcomings within a company’s sales model. Unlike sales consultants who review and provide recommendations for change, a sales development consultant goes beyond the analysis. They work directly with sales teams and sales management to promote the behaviors and incorporate the processes necessary for the desired results.
Sales development training is a large commitment for any organization. It is a commitment in funding as well as time. However, the return on investment (ROI) cannot be overlooked and the organization willing to take the necessary step to incorporate sales training sees the benefits of their investment almost immediately on their bottom line.
If you are considering bringing sales development training into your organization, here are some questions you’ll want to ask yourself to ensure your investment is well spent:
WHAT DO YOU WISH TO ACHIEVE BY HIRING A SALES DEVELOPMENT CONSULTANT?
Perhaps the most important question that needs to be asked is whether or not your problems can be solved by sales training. There are many factors that go into a sales division such as hiring practices, internal processes, management skills and compensations plans. A good Sales Development Consultant will be able to address your concerns with a viable solution.
CHOOSING WHAT WORKS BEST FOR YOUR ORGANIZATION
Over the past 30 years, Sandler Training has found that sales seminars and workshops do not provide long lasting results. Choose a sales development consultant who provides on-going reinforcement training.
HOW ARE GEOGRAPHICALLY DISPERSED SALES TEAMS TRAINED?
Check to see if a blended learning program encompassing classroom, online and teleconference is available. It is important to have options built into your training program…It is costly to pull your sales team from the field.
HOW ARE RESULTS MEASURED?
Ensure that the Sales Development Consultant identifies and can measure sales objectives against the profitability of your company’s bottom line. Make sure that assessment and benchmarking mechanisms are in place, in alignment with your profitability objectives and are scheduled for regular reviews.
THE ROLE OF SALES MANAGEMENT IN SALES DEVELOPMENT TRAINING
Make sure to include the sales manager early in training. Their ability to support their reps and their training will directly impact its success and effectiveness. Ask the sales consultant what type of on-going training is available exclusively for sales management and how it ties in with standard sales training.
AVOIDING LONG TERM COMMITMENTS THAT DON’T LIVE UP TO EXPECTATIONS
The last thing any business wants is to get into a long term commitment that doesn’t work. Review the agreement to ensure that an anytime, dual-party “out clause” is included.
by Lynda C-L Allen
402-403-4334
Sandler Training is a global training organization with over three decades of experience and proven results. Sandler provides sales and management training and consulting services for small- to medium-sized businesses (SMBs) as well as corporate training for Fortune 1000 companies. For more information, please contact Karl Schaphorst at (402) 403-4334 or by email at kschaphorst@sandler.com. You can also follow his blog at karlschaphorst.sandler.com