If your sales force is foundering, it maybe time to bring in a sales trainer. A trainer can fire up your team by teaching real-world ways to close more deals. Here are a few tips for finding a superlative sales coach for your team and your budget:
1. Compile a list of trainers. As you do with other major investments, ask colleagues in similar industries for referrals. You can also contact the author of an admired book on sales or use a head hunting agency.
2. Look for relevant experience. Make sure the trainer is a whizz in your field and will take the time to customise a presentation to your needs. Beware of the trainers who may be using plagiarised content and re-marketing other people’s materials.
3. Be clear about your needs. In conducting due diligence with prospective trainers, make sure the trainer understands what you want to accomplish. Does your sales team need help with cold calling, with turning technical jargon into real language, or simply a confidence boost? Once you understand your goals and expectations, then you’re more likely to ask the right questions and set a realistic budget and amount of time to accomplish objectives.
4. Don’t focus on finding a genius. A highly successful salesperson isn’t necessarily a great trainer. You need to find someone who is team-focused more than self-focused. A sales manager should seek a trainer who listens and is willing to adapt the sales training to fit the entrepreneur’s world.
5. Know the costs. Sales training through day- or week-long courses offered by a sales training company can cost anything from R500 to thousands per participant, though the class will likely include attendees from several different companies and may not be customised. Fees will vary widely according to the scope of the training. These may include materials, tests and meals.
6. Set aside time. Training should last one to two days, depending on your needs. You should also plan for a refresher meeting that includes role-playing sessions one month after the initial session. A few hours will suffice for a motivational speech, while full training can involve three to 10 days over several months.
|Trainer for Hire
Refer to this checklist for hiring a sales trainer: