When investing in sales training or any training for that matter, one of the chief concerns is how to maximize the investment. The return when you train sales people is a little better to quantify versus trained in soft skills such as communication, leadership, etc. To calculate the return, you can simply look at the sales Treinamento e Desenvolvimento numbers before the training and after the training to see the return. However, there are some things to consider to maximize the return. Let’s look at a few actions you can take to make sure you get the most through your investment.
One way to maximize your investment is to select the right type of firm for the training. A couple of things to look for in a sales training firm are experience in sales and experience in training. There are a lot of consultants that were aforetime known as great sales people, but that does not necessarily make them great sales trainers. Just as selling requires skills unique to selling, training also requires skills unique to training. When selecting a consultant ask about their sales and training background.
To get the most out of the training, the training has to meet certain training standards. Training is not a lecture. In any training program, you want to have a show, model, do process. First you show the salesman what to do; then you model what to do; then you keep these things practice what to do. This is really the only way to train sales people. Ideally this is done in a school room environment on or off the company site.
Another thing to be aware of is the amount of material that is covered during the session(s). If you are training on the entire sales process, it is far better to cover the material over a period of time. Bringing sales people in for three to five days of “intense” training doesn’t work very well. The reason it doesn’t work is the mind cannot absorbed too much at one time. At the end of three days, what was covered on day one is completely lost. It is far better to train over a period of time.
Training over a period of time allows for the development of skills. You may have heard that training and development go together. They do! Training is teaching someone a new skill. Development is helping someone use a skill more effectively. When you invest in sales training consulting you want to make sure the consultant has a process to help your sales people implement what they have learned in the school room. This does not have to be a complex process. It could range from a checklist to follow-up coaching sessions.
Getting the most through your training will require a few simple actions. If you follow the suggestions outlined here, you will be successful in getting a good bang for your buck.