When evaluating a potential sales training partner, there are a host of
considerations and trade-offs. Best practices in evaluating sales
training companies shows us that an objective assessment of a provider’s
capabilities against your requirements is essential.
Every company seeking the best solution for its needs will have a
different list, with different priorities, but here are just some of the
capabilities that should be considered during an evaluation process:
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Methodology Do you currently employ a sales
methodology? If not, you will have to buy one or build one. If you hire a
trainer that is strong only in selling skills content, delivery will
not be sufficient. Their ability to collaborate with you on a
methodology is crucial.
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Program breadth and depth Working with more than one
training company can be challenging. Does this provider deliver all the
content you need in the way you need it?
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Program effectiveness Can the provider prove that salespeople who have been through its programs sell more?
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Instructional design Adults learn differently than
children. Many salespeople learn differently than other adults. Have the
programs been designed for optimal learning for your team?
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Ability to customize Using out-of-the-box sales
training typically does not yield the same results as a customized
offering. What is the provider’s approach to customization?
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Learning technology Some traditional instructor-led
training is being supplanted or supplemented by either live or on-demand
virtual training. How does the provider deliver virtual content? What
is the provider’s approach to the ongoing reinforcement that is critical
to every sales training intervention?
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Sales manager/coaching programs Sales managers must
be trained on the same content as their sales reps and additionally, how
to manage and coach their reps to achieve the behavioral change
required for real transformation. What programs and approaches does the
provider offer?
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Integration with other departments How does the
provider approach the integration of sales and marketing, service,
engineering and other departments that participate directly or
indirectly in the selling effort?
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Advanced selling content For many companies, basic
selling alone does not get the job done. Some require capabilities in
political leverage, financial acumen, competitive strategies and
tactics, and strategic negotiation to name just a few.
- Change management Many companies have a culture that is resistant to change. Does the provider recognize that and have a proven approach for assuring adoption from top to the bottom within the organization? by: Dave Stein http://www.salesandmarketing.com/
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