What are you looking for when attending sales trainings?
Most of us have been to a sales training before. But what did you get out of it? (If any). Did you implement what you've learned or did you revert back to your former self not using the information provided?
Was there follow up coaching/ consulting in place after the training was delivered or where you left alone?
Was the training effective or could have been better? What are your personal opinions and suggestions for sales trainers/ coaches in the world? What needs to change in your opinion to make sales training more appealing?
And finally did you get the results that you were promised (if any) by the trainings company? (e. g. did your sales figures increase, did they grow or stabilise, are you able to reach target etc.)
Most important thing is teacher who give you taring if he is experience ,work in multinational and nation companies rise from ground level he give you best teaching
Carsten, Since you are the CEO of a sales training consultancy, I would think that you know the answers to the questions that you have presented. That said and from my experience over 40 years, most sales training programs that are instituted internally fail. They fail because they are pressing for immediate needs and short term results. In addition, the people that offer the training are usually not skilled at teaching.
I would always recommend that any company engage the services of a sales training consultancy the implements the following steps:
1) Have very strong teachers that are enthusiastic and can create immediate buyin sothey can maintain the groups attention.
2) Engage the group with lot's of very effective marketing, consulting and sales techniques that are incented and measured by long-term performance and measured by bottom line results. Another words, NOT Measured by short term gross sales. Best that sales persons understand the bottom line.
3) I would appoint an in-house coordinator that is employed by the company that is hiring you. (NOT AN OFFICER OF THE FIRM!) to help monitor and arrange ongoing meetings to measure sales behaviors vs. immediate sales results. I would have this system in place for one year. Anything less then that commitment means the organization is probably looking for a short-term sales spike vs. substantive longterm quality sales.
4) I would institute confidential 360 assessments first and foremost to help ascertain what the sales problems are in the opinion of the sales team. I would then also have 360's on all management that has any interaction and decision responsibilities.
5) I would then assess whether the sales team members have the behavioral attributes to be a successful sales person in the first place.
This sort of reminds me of a business I noticed locally, that didn't place much importance on who they were hiring for sales positions. They were a highline auto dealer. There version of a weekend promotion was to hang, flags, balloons and offer free hotdogs to passer by's.
Once inside, sales people immediately began pitching price and buy now rather than features and benefits of the high quality autos. In addition, there was no discussion at all qualifying the potential customer.
There was so much pressure to get the vehicles off the lot that most involved ignored why they were in the business, who their customers should be, why they should be buyers, when are they likely to buy, how they would buy the item (financing) etc.
Recent consumer reports at the time endorsed their brand for reasons of good value, reliabilty, good after market value, good guarantees and warrantees. This was not emphasized by the sales team as they were more concerned about immediate pricing.
I have found that many companies suffer from short-term goals sacrificing long-term profitability. In many situations, companies would be best advised to carefully measure where their best profits and referrals come from. Then at that point design a program that emphasizes around that market. Find out what makes those customers tick. Design an incentive for referrals that share those same values. Why? because that strategy creates long-term steady customers that act as your apostle. They preach your benefits and services. That is a heck of a lot more effective than hotdogs, balloons and sales pressure.
I have also attended a lot of trainings in my career.
What do I look at ?
The reputation of the training company. Their references.
I try to enquire in the customers the results due to the training of that company !
An unending funnel of prospects, is the best & only outcome, desired out of all/any activity out there in the market/s in context to a sales event. the lager the funnel the bigger the chance of closing deals, simple!
Great question Carsten. As everyone here is a business professional, my answer is from two views: the audience and the 'trainer'/training group. And I'm broadening your term 'sales' to 'results', as it applies across the board.
First, skip this one truth at your own peril, as it impacts all humans ;-)
"No amount of training or coaching or sHelf-help has any impact (NONE!) on a human being when approached from a ... Conscious ... view. Why? Because ALL learning, ALL change and ALL behaviour is ... UNconscious". That's right.
That's why the best training occurs AFTER some framing (vs learning) and once the trainee first does something significant and achieves the result. The evidence that they know that they know is truly powerful and addictive to keep it fresh and alive when they are home/back at work. So nothing matters until a participant is personally able, on their own, to replicate and indeed create their own improved results - right there, live. And that is based on the doing.
For that reason, I coach my Get UNstuck NOW Breakthrough graduates that when they go to a course/webinar, to arrive early (even better to approach the trainer/leader days earlier when possible) to introduce yourself and pre-set your positive outcomes for success ... with them, in advance. And hold them to it. Any resistance? Skip the program as it is clearly about their benefit, not yours. There are better resources available where enlightened training groups welcome this, even encourage it. Read on:
From an event planner/training view, indeed I encourage this advance communication in my own programs. So much so that in my live, in-person events, I instruct my staff to guide latecomers to a special part of the room so that I or someone qualified can seamlessly empower them effectively to frame the positive outcomes they desire - to ensure they achieve that result, and earlier.
In this way I have empowered many thousands of people on four continents to create improved, measurable results, since 1976. And yes, I guarantee my results in writing.
Let me know how I can be of further support to you now Carsten.
Selling is a skill, not an art and as such can't be learned by reading a book or attending a passive sales seminar any more than learning to ride a bicycle can be learned using those methods. You have to get on the bicycle (and fall off a few times) before you develop the skill required to ride it properly.
A good sales training workshop is one that not only explains what sales is all about (the basics) but allows you to ride the sales bicycle (and fall off a few times) in a safe environment.
With over 40 years experience as a sales trainer, I've learned that if the students won't practice their skills in a safe environment, they sure as heck won't try out new techniques with a real prospect. I recognized that most salespeople would rather stick pins in their eyes that role-play which is why we called it a "practice session," pointing out that most professionals practice their skills which is what makes them a "professional."
Salespeople who attend a sales training workshop thinking that they already know it all learn little (or nothing). Seasoned, professional salespeople know that even if they don't learn something new from a sales training session, they'll be sharpening their skills so that they can stay on the top of their game.
As a trainer, I never promised results. I created a safe environment where, even the most seasoned salesperson could become even better. It was their choice.
David Sandler wrote a book called "You can't learn to ride a bike at a seminar"
Most sales training is conducted as "event"s. Sales people show up, get engaged and then go back to their normal lives and fall back into old habits. Sales training needs to be on-going with step by step learning and lessons and accountability to be truly effective.
Hello Carsten , I can say that Sales training aims at improving three things :-
1.Personnel characteristics . where you learn & improve your personality - personnel look in general . How to approach the expected clients , 2. You should know & under stand your product , in details , very well ,so that you can easily convince your client . 3. How to plan your work in order to gain your targets . I think once you understand How to reach your client & ability to convince , then you can get your targets , then you may need sales training by developing your sales skills from time to time .
There has to be buy in from management and follow up from both management and the facilitator. It cannot be a "one and done" event.
The training needs to be relevant, of good value and pointed directly at the consumer of the training.
A dynamic Salesman.. who can just convince you to be a leader of your own in the market.
when I was in concept selling, I had a Team Leader,who explained us that the selling approach is always different for different client based on their demography.. and that worked so well in grooming the Sales calls.