As the old saying goes, “anything worth doing is worth doing well,” and the best and simplest way to do something well is to have a carefully thought-out plan to get you there.
This approach has many applications in sales training. When provided the correct kind of training, salespeople will have strong, achievable plans to help them get more sales and improve the bottom line for their themselves and their employers. Let’s explore some of the proven processes used by the best sales training seminars and the reasons behind them.
Test for success
Do any bit of research into the practices of the best business sales training seminars and you’re bound to come across aptitude testing or questionnaires. There are many reasons why such tests have become an invaluable tool in hiring and employee deployment, such as decreased costs in hiring costs and lower employee turnover. However, in sales training, tests can be used to determine who among your sales team is already of an aptitude to get the most out of the sales training — and apply what they learned back on the job.
So the first process would be to test trainees to ensure they have the aptitude for the job.
Planned engagement with the audience
While many of the biggest names in corporate sales training seminars differ in how they teach sales — whether it’s traditional, Carnegie-esque methods or more modern concepts such as Neuro-linguistic programming — they all share a common trait: they engage with their audience and make it look natural. However, most of them rehearse extensively and follow the same game plan at each seminar.
By planning the engagement through the use of scripts and schedules, you don’t have to rely on the personality of the presenter quite so much, even though his or her natural charm and ability to speak at a level that the audience can relate to are part of the process. But things such as Q & A sessions, role play, group exercises, games, and even final exams can all be planned out in advance. Engagement promotes buy-in and increases the ability of the material to be retained and used later.
One-size-fits-all might work with ball caps, but it isn’t the smartest approach when it comes to sales training seminars, especially when you consider how many different kinds of businesses are out there and the different needs they may have. What might work just fine for a large construction conglomerate might be inappropriate for a 20-person internet startup. The best sales training seminars are customized to the industry and the specific needs of that company.
The best sales training companies have a process to research the businesses they are delivering to and customize content just for them.
Follow up and individual coaching
The buzz and enthusiasm after a successful sales training seminar is great! If only it would last.Unfortunately, the more time passes, the more attendees are likely to forget the lessons learned. The best sales training seminars anticipate this issue and provide a process for follow up to reinforce the materials from the seminar. Some employees also benefit from one-on-one sales coaching, and the best trainers provide for this either in person or by phone or Skype.
If you want to be a success, plan to be a success. These processes used by the best sales training workshops and seminars are a proven way to help you get there.