Has your sales team ever come back from a training program pumped up and ready to blow away all their old sales records—and then nothing much happens? It’s frustrating to shell out thousands of dollars for what essentially amounts to a pep rally, but all too often that’s exactly what happens.
It’s true that confidence building is part of some of the best sales training programs, but there is much more to it than that. If the flash and fanfare of a training program isn’t accompanied by solid steps about how to boost sales, then it’s a waste of everyone’s time, and it’s a waste of your money.
The best sales training programs will be more substance than show—or at least equal parts of each.
You’ve managed salespeople long enough to know that it’s not always the loudest guy in the room who makes the most sales, so don’t choose your sales programs based on who you think is the best cheerleader. Your team needs less “rah, rah, rah” and more practical, real world sales advice.
Here are three signs of a successful sales training program that is worth investing in:
The Program Makes Sense
When you look at the marketing materials or a synopsis of the training, does it make logical sense to you that the information they plan to present could be helpful? Here are two examples of sales training marketing:
The Power to Sell is Inside of You!
Uh, great, but what does that mean exactly? And inside of who? One thing sales managers know for sure is that not everyone is cut out to be a salesperson. Programs that promise to turn anyone into a killer salesperson should be avoided.
3 Simple Sales Steps, How to Present the Numbers, and the Best Way to Overcome Objections
This is pulled from MOTiiV’s sales training page, and it is a list of sample courses from our ACCELERATION program, a Soundcast for automotive professionals. Instead of catchy phrases and buzzwords, you know exactly what type of information will be presented.
Which program would you rather spend your money on?
The Company Stands Behind Their Promises
Anyone can make promises, and in many cases, those promises convince sales managers to spend thousands of dollars putting their team through a course—but how many stand behind those promises?
If some of those training gurus were as sure of their results as they scream they are, all would be happy to offer money back guarantees if your sales didn’t increase, but they don’t.
When a company knows they have something of value to offer, they aren’t worried about making guarantees. A great example of this comes from MOTiiV.
Our sales training programs are performance based. What does that mean to you? It means you only pay for results. When a company is that confident in what they offer, that alone should have you rushing to sign up your entire team.
Sure it sounds obvious, but you may be surprised at the number of managers who continue to send their people to training programs based on criteria such as “they really liked it,” rather than on a measurable increase in sales.
Of course, you won’t have these results until well after the training, but it’s worth tracking so you can make decisions about whether to continue using a particular program.
The best sales training programs are practical, backed by the provider, and produce measurable results. To learn more about one such option, contact MOTiiV for more information about our performance-based programs.