If you’re new to sales, it might seem a bit intimidating to know if your company should invest in sales training. To make the decision easier, this article has compiled a list of questions you need to ask yourself before making the investment that should help you decide.
Is This a Critical Growth Opportunity for the Company?
While you might think that investing in your salespeople in order to improve your bottom line is important, you should also determine if your company has a clear and measurable goal. For example, evaluating if the success of the sales manager has anything to do with whether or not he’s able to close more deals could be a sign that this is too important an issue. Or, if the failure of a product launch can be traced to your sales team, it may be time to reevaluate not only the success of the product but also its position on your company’s priority list.
Does It Require a Significant Investment or Resources?
Although investing in sales training might make sense for your company, you should carefully weigh how much effort it requires. Will the training itself be time-intensive, requiring extra manpower? Will you need to hire or bring on external consultants or trainers?
For How Long Will It Take For The Program To Bear Fruit?
Ordinarily, you’ll see a good return from a sales training program within a 6 month period. If not, it may be wiser to consider other ways to achieve your goals and objectives. It also doesn’t hurt to wait and reevaluate the program as you go.
Is It Worth The Cost?
The cost of sales training can vary depending on your organization. For instance, if you’re a smaller company, it may be more cost-effective to hire consultants and mentoring programs to provide training. Or, if the program is offered as part of a coaching contract, you can expect to pay less for the service.
Is It Scalable?
If sales training is offered as part of an employee benefit or a bonus, you should determine if your company is able to offer the same or similar thing to other staff members. If not, the investment may be smaller than initially thought. Or, if you’re a larger company with a large number of employees, it may be cost-effective to invest in this area.
Is It Flexible?
A program that’s too structured might not be flexible enough for your organization. For instance, you don’t want a sales training program that only focuses on personal selling if you’re currently trying to develop a product-based sales team. The reason? It’s the same thing as trying to create a healthy diet for your cat by feeding it only chicken nuggets.
Is the Training Aligned with the Company’s Strengths?
If your organization’s marketing message is “We do everything in-house”, investing in sales training could be wasted efforts. For instance, if you’re a small company and you’re not too sure if you’ll be able to offer competitive compensation packages, then there’s no point in investing in sales training. The reason? It would only give your employees an incentive to look for better opportunities elsewhere.
Are the Salespeople Being Rewarded Based on the Performance?
The beauty of best sales training is that it can help raise your organization’s game with improved results. The real key, however, is to ensure that your staff are rewarded and therefore motivated by the improvements.
Does The Training Program Remove Obstacles?
If you’re going to invest in sales training, you should also consider if it will remove an obstacle that’s standing in the way of a deal. For example, if your sales team is uncomfortable talking to customers on the phone, a little training can help them overcome this anxiety and get into a good rapport with buyers.
Is There Room For Improvement?
Everyone has flaws and weaknesses, until they’re dealt with they can prevent an organisation from achieving everything it wants. The same goes for sales. What you need to determine is if the training program will help you get a leg up on your competition. Will it be the key to unlocking more opportunities?
Investing in sales training might make sense, but only if you’re able to answer all of these questions before making any decisions. Remember, you want to make sure that it’s worthwhile and not a waste of time, effort or money.