How you choose your Corporate Sales Training Programme very much dictates the results you can expect to receive from the same. It will also depend upon your overall budget available and the amount of time your organisation can afford to give to it.
What are Your Current Sales Challenges and Future End-Goals?
The most important thing to do is identify your immediate sales challenges and the longer-term expectations you have for your team. For example, do you need to increase the number of new leads your team generates or maybe you want to your people to take a more consultative sales approach with your customers? Or is it you want to increase your closing percentages from 50% to 80%? Clarity around this will allow you to gear your training programme to the specific results you want to achieve from the spend.
These are most of the B2B Sales Challenges we regularly meet:
- Not enough new leads in the pipeline
- Not enough sales being made to hit quota
- Close ratio is lower than it should be
- Euro value of sales too low (are we leaving money on the table?)
- Losing too many deals at key points in the pipeline
- Closing unprofitable deals (Margin issues)
These are most of the regular B2B Sales Organisational Expectations we hear:
- Increasing close percentage
- Decreasing sales cycle length of time
- Growing the number of referrals
- Increasing number and value of deals in the pipeline
- Increasing productivity
- Maximising deal profitability (Margin)
- Land and Expand (Cross-sell and Upsell expectations)
What outcomes do I need to see?
By now you should have clearly identified your current challenges and the desired outcomes you need. So ask yourself what demands (as a minimum) have you on your corporate sales training plan. What sales improvements do you need to see after your sales team completes your training map? The more specific you are, the better positioned you will be to design a B2B sales training package that will yield the expectations you want.
These questions will to help you ascertain your desired training outcomes:
- What results do I currently see from my sales team?
- What changes do I want to make to achieve the sales results I need?
- Is there new sales practices I want my sales team to have? If so, what are they?
- What new behaviours do I need my team to adopt? If yes, what are they?
- What old behaviours do I need to be rid of? What are they?
- Am I looking for a specific return on investment (ROI)? If so, what is it?
- How will I measure and track training effectiveness?
These will help you identify what specific behavioural changes you want to see happen in your team. They will also help you define what your sales training plan should focus on and more importantly how to maximise your Return on Investment.
We are a team of ex-Sales Managers and Sales Directors. We get your sales problems and understand that sales training must provide an ROI worthy of the time and expense required to make it happen. Get in touch if you want further information on designing a programme that will give you sales dividends.
Always remember, (in life) if you don’t know where you want to go, any road will take you there.A quote I use to keep myself honest!