Looking for Sales Training?
Before you invest in training, ask yourself these nine key questions to find the right partner for your team. Spot the red flags, trust your instincts, and choose the solution that delivers real results.
Your team deserves a solution that builds lasting skills and a partner who stays invested in their growth long after the training ends.
Nine Questions Every Leader Should Ask Before Choosing Sales Training
How much do they know about the problems you’re trying to solve before they send a proposal?
The right sales training partner takes time to ask smart questions and uncover your goals, challenges, and pain points before offering solutions. They avoid assumptions and dig deep to identify the real issues your team is facing. Anything less should be a deal-breaker.
How does their selling process feel?
Pay close attention to how they sell to you, because that’s how they’ll teach your team to sell. Are they truly listening to your needs and asking strong questions, or just pushing a pitch? The quality of their selling process is a direct reflection of their training approach.
Have they asked you about the priority of sales training relative to other priorities inside your company?
A true sales training partner asks where training sits among your company’s priorities and ties it to your bigger business objectives. Beware providers pushing services without understanding your context; the right fit integrates training into strategy.
Through their curiosity and their questions, did you learn things you didn’t know you didn’t know?
An experienced consultant digs deep to uncover insights you might be missing. Their questions should spark fresh perspectives and make you say, “I hadn’t thought of that.” Expect this level of curiosity and insight from any provider you trust to guide your team’s growth.
Does the consulting firm believe they need to be experts in your industry or business to help you?
If the answer is yes, consider it a red flag. Most sales challenges cut across industries, and the core principles of effective selling stay the same. The best partners focus on understanding your goals and pain points instead of proving how much they know about your industry.
Do they apply pressure and go for the 'Yes'?
Notice if they rush you into a decision or leave you drifting without direction. Pressure now is a sign they will teach your team to pressure prospects later. The right partner respects your timeline, guides you toward a confident decision, and shows they want you to succeed.
Do they have demonstrated success?
Look for proof they have delivered real results for companies like yours. Case studies, testimonials, and measurable outcomes show whether their approach works in the real world. A partner with a track record gives you confidence they can help your team succeed.
Do you feel you’ll get personalized coaching and training or just be a number?
Nobody wants to feel like just another number, especially when investing in training their sales team. Choose a partner who offers strategic guidance from a senior sponsor and hands-on coaching for day-to-day support. Without that personal attention, your training risks becoming just another box to check instead of real change for your team.
How well do you understand the problem you’re trying to solve after talking to them?
If you walk away saying, “Yes, they understand my problem,” you’ve experienced the true value of a consultant. The right provider helps you clarify and refine your problem areas before offering solutions. If you leave the conversation more confused than when you started, not heard, or even just a negative feeling, keep looking.
Make your sales training decision easier with this interactive checklist, including 9 questions for you, 13 additional for them.
Choose with Confidence. Download the Checklist Now.
Take the Next Step
You deserve results and growth you can count on. Bring your list of questions, and let’s have a real conversation about how Topaz can help your team grow stronger, sell smarter, and win more consistently.