Experience is a major factor, particularly in the area of sales training. This experience not only provides a comprehensive understanding of complex processes, but also makes it possible to answer explicit interim questions during sales training itself. A great understanding of the topic as well as the industry is therefore a major factor when choosing the right agency for sales training.
We are also not the perfect agency for every company. Our specialization in startups or young companies that are about to scale up. And even though this word has been very overused by many marketers, it still describes it precisely. Such companies often need tried and tested, functional and novel processes with the latest technical implementation. That is exactly the reason why we chose this sector. It is exciting, remains exciting and there are always innovations on the market that you can use for yourself. Regardless of whether these are young healthcare companies or SaaS startups. We create processes, implement features and technology, and conduct training.
This includes sales training, where we combine new and proven methods to prepare companies for the market in the best possible way.
What is sales training and why is it important?
During sales training, we meet all participants at their point of view and provide precise application skills and industry-relevant knowledge necessary for the company, a department or individual employees. In addition, we actively show how to work with different tools (digital & analog) in order to be able to develop the previously discussed results.
Through such learning that is precisely tailored to the company, a great deal of knowledge and skills can be built up within a very short period of time.
In general, there are two types of sales training:
1. Sales methodology training
2. Sales training
In sales methodology training, sellers are taught different sales approaches for each phase of the company-specific sales process from A-Z. Depending on the level of knowledge, a different start or an appropriate specialization can be planned.
Sales training is about developing and refining existing sales skills. Here, we show special techniques to be able to complete every step in the individual sales process. And to lead customers to long-term sales.
Such sales training makes a huge difference for teams who are ready to learn after a very short period of time. While untrained salespeople rely on trial and error in active sales or in daily life and must rely on inner intuition, they can be guided in the right direction by explicit paths.
Why is that important?
Trial and error is good in principle. You learn a lot. Unfortunately, when it comes to selling, every customer is a little different. As a rule, every (potential) customer has different wishes, requirements, backgrounds and use cases. Even if it's always the same product, service, app, etc.
Salespeople usually can't repetitively refine their skills using the same mindset. You always meet a new person who selects according to different criteria. Therefore, you have to think (learn) very flexibly. Fundamentals are just as important as corporate or product-specific action, thinking and speaking.
It is important to get the best possible result from every contact. Especially in sales. Because even though the market usually seems huge, a poor or insufficient touchpoint is what customers remember.
Such training can therefore help to build up basic skills, upgrade wording, improve the possible approach immensely and sharpen intuition.
When do such sales trainings fail?
In principle, due to the following factors:
1. Agency/trainer not suitable
2. Training is not precisely tailored to the company's ACTUAL TARGET
3. No measurable goals agreed
4. Disinterested/inattentive participants
5. Sales will after training is low or low
6. No readjustment after training (e.g. learning or reinforcement training)
7. Team environment remains the same after training
8. No feedback meetings in the future
9. Lack of stakeholder involvement: Sales training must be based on sales strategy, the technical implementation of which must later also be supported by decision makers
Sales training and long-term plan
While one-off training courses help to refresh knowledge, a constant improvement system is of course much more helpful, as it significantly increases performance and strengthens mindset as well as strategies and processes.
We ourselves not only use simple training for our programs, but also analyses of existing sales processes, analyses of work before training, evaluation of entire teams, ROI maximization for managers & junior staff and strengthening learnings for application-related implementation after training.
What does a long-term plan for sales training look like?
If you not only want to carry out one-time, precise sales training, but also focus on long-term improvement, various factors should be considered.
On the one hand, it must be clearly decided who is involved during the entire process. From selection of training providers to training objectives and selection of participants. These people can not only contribute to the selection and assessment of the right training company, but are also contacts for important areas.
In addition, the training company should be closely examined. It is not only suitability as such that plays a role here. The curriculum that is proposed can also provide great information about the quality.
Of course, a precise curriculum is only available for repetitive training courses. The more individual the content to be conveyed is, the more you have to focus on the individuals.
Select an agency for sales training
As a rule, the following indicators are relevant (both for the company itself and for the respective contact person):
1. Professionalism: Exchange & content (Do you get insights? Do you feel good? How engaged is the other person?)
2. Responsiveness: Assessment of touchpoints (Can a relationship be established here? Is there an interest in an assessment of the needs?)
3. Adaptability: Every sales team needs a certain amount of flexibility (Are modules suitable for our company? Are our needs fully met? Can my training goals be achieved? Can you arrange a meeting in advance between the trainer and your own sales team?)
4. References: Depending on the trained company, there may be internals that involve confidentiality. Nevertheless, it helps to ask questions (Are there any comparable cases? Is there training available in the same sector? Was there training with similar starting positions? What goals were achieved in general?)
5. Reputation: The reputation of a company should not be completely ignored (Are the students in a thought leadership role? How are they positioned on LinkedIn? What connections do they have in the sector? Is there content that conveys authority?)
After careful examination and consideration, a decision will of course be made at some point. Of course, it should not only be checked from outside how the training company works. It is also essential to get in touch directly. Honesty is absolutely necessary here. Since a sales team is to be brought to the next level, it is important to carefully examine the partner. The way in which it is carried out is also important. This can generally be divided into two types: in person on-site or online with a trainer. In reality, for example, we work with an approach that covers both types. This is an advantage for all parties involved, as short feedback meetings can take place online, especially in a long-term approach, as well as training courses where participants are not in the same room or can be on site due to geographical or scheduling circumstances.
