Owning and managing a business is hard work. There are only so many hours in a day, and you can’t be everywhere all at once. Sure, you may have been in the trade for decades and built an impressive client list throughout that time. But recently, the business has been slow. Fewer and fewer clients are coming in through your doors, while older ones are leaving at an alarming rate.
It’s also becoming harder to find the right talent capable of handling this situation. It’s as if nobody knows how to sell anymore! What’s probably even worse is that new up-and-comers are undercutting you at every turn, stealing not only your clients but your best people as well.
You may have decided to take it upon yourself and handle most aspects of your business, but being a one-man-army is not sustainable over the long-term. You still need to delegate or otherwise risk personal overload, and then nothing will ever get done. Whatever the case, you need help to get past this situation.
You don’t want to go through the dreaded hiring process, only to be disappointed once again. After all, hiring top sales professionals who are passionate about their sales performance and your product is only half the battle when talking about building and maintaining loyal and high-performing sales teams. In today’s business environment, over 55% of reps lack even the most basic sales skills. Many also don’t even receive the necessary training to hone comprehensive selling skills.
To better put things into perspective, roughly 58% of buyers say that the sales reps they came in contact with were unable to respond to their questions effectively. In addition, roughly 82% of B2B decision makers believe that their sales hires are unprepared. As such, training for sales teams to improve selling skills and sales techniques is one of the best investments any company decision-makers can make.
However, not all sales development coaching and sales management training are the same. Therefore, you need a training company able to “put its money where its mouth is.” In short, you need someone to help you transfer your own sales ability and know-how to your existing sales team. Here’s how you tell the difference.
What Are Your Needs?
At the moment, you may be lacking robust customer interviews. You may also be missing out on a cohesive brand story that takes your customers into account. Likewise, you probably haven’t niched your audience far enough to center on your ideal customers or don’t have the right process to handle interested prospective clients once they do become interested.
Keep in mind that it’s not uncommon for both the management and sales departments to develop blind spots. These can be quite difficult to detect from the inside. A professional sales training provider will bring an outside perspective that will be able to detect the exact weaknesses in your team’s sales effectiveness.
The Sales Training Content
Before you commit to any one sales training organization, you need to make sure that their training program will fit your needs. Many factors define a comprehensive training program. However, you want one that will include both a pre-training consultation and assessment. In addition, sales coaches should also have a reinforcement plan put in place.
It’s fairly likely that, at the moment, you’re not using psychology or expert sales strategies in your marketing and sales processes. You may have picked some “best-practices” here and there, hoping that these training solutions will also work for you. Chances are that they aren’t, or they aren’t generating nearly as many benefits as you would hope to achieve. Elements like Price Anchoring, Low/Med/High Pricing, Reciprocity, or Emotional Grounding are just a few examples of the tools you need to have at your disposal in today’s ever more competitive market.
Only these types of expert sales strategies will be able to catapult you toward success.
In general, top sales training companies will provide you with enough of their content and curriculum for you to determine whether their learning solutions will be a good fit for you. If they don’t, you should reconsider a collaboration with them.
Customized Sales Training
You need a sales training company that will know the inner workings of your organization even better than you do. They need to examine the entire business from top to bottom and even delve into your own way of life. Too many sales training providers don’t seem to understand that one’s personal and professional lives go hand in hand. Where one portion of a person’s life directly affects the other, it’s unreasonable to think that simply tackling one will be enough to help you transfer your sales knowledge to your team.
So, when you’re looking over a potential partner’s training content plan and sales resources library, be sure that it will also address these issues. In addition, almost every sales training initiative will require some degree of customization to fit your company’s unique needs and requirements. The degree of customization must be based on your requirements as well as the specific sales roles within your organization.
A fairly low-level of customization will typically require just a few intake interviews and customized role plays. But if your sales training initiative requires a higher degree of customization, your sales consultants will require in-depth knowledge of your business, industry, product, as well as any challenges that exist for them. In this scenario, you would also want to address the needs and requirements of all sales staff members, from the sales rep in the front lines all the way to your sales leaders and strategic account managers.
How Will Sales Training Be Conducted?
Be it in-person, online, or a combination of both, your sales training provider needs to provide you with a step-by-step framework for growth that takes you from your current location to where you need to be. This framework needs to be simple to explain, easy to understand, and equally easy to execute. Anyone can throw big words around, hoping that the listener will take them at face value. What you want are results that come from a tried and tested recipe.
As long as you follow your training provider’s instructions to the letter – something that shouldn’t be hard – they will need to guarantee you with tangible and consistent results. These will include things like better conversion rates, higher-quality leads, or lower costs per lead, among others. They will also need to be at your side every step of the way. They should never leave you hanging and, instead, guide you on how to proceed whenever you’re unsure how to do something or what to do next.
Long-Term Program Sustainability
Any investment in sales training needs to ensure long-term sales culture and behavior improvements. According to surveys, 84% of all sales training information is forgotten within three months. Therefore, you need to ensure that the program has some reinforcement component, in addition to any pre- and post-training assessments. Make sure that the program is comprehensive enough to fit your needs and that you understand everything that will happen throughout the entire process. It’s not worth investing in a sales training course if it will not generate the desired long-term benefits.
So, if you’re currently feeling overwhelmed, don’t wait for things to resolve themselves because they rarely do. Take this feeling as an incentive to act before things escalate to such a degree that it’s too late to do anything about it.
Growth Simplified’s purpose in all of this is simple: We aim to IMPROVE YOUR LIFE!
Our business and marketing consultants have top-notch credentials and have generated over $100 million in sales for our clients. Our sales training program ranked 2nd in the US at the Fortune 500 multinational corporation level, helping sales teams exceed their targets by as much as 1,100% in a 24-month period. On average in 2019, the ROI we managed to generate for our clients was 15X, with a low return of 7.7X and a high of 44X!
Now, you could continue doing the same thing, day in day out, or you could be getting 44-times your money back with GREAT marketing and advertising. Never forget that when growth is profitable, it’s also controllable. It provides you with more certainty and ability to realize your goals, professional or otherwise.
So, stop hesitating. Call Us Today and let us know how to get to enjoy your Growth… Simplified.
If you found this article helpful, you might also like: The Complete Guide To Hiring The Best Salespeople.