Looking for Sales Training?
Get these Nine Questions Answered.
When searching for the right sales training partner for your business, utilize these nine key questions. Take note of any red flags or warning signs along the way.
Stay open to new possibilities and trust your instincts, your team deserves it.
How much do they know about the problems you’re trying to solve before they send a proposal?
Any sales training company worth evaluating should go beyond surface-level discussions during the sales process. For a successful partnership, the sales training or consulting company needs to be a good fit for your needs, but it's equally important that you're a good fit for them. Look for a provider who demonstrates a genuine commitment to understanding your unique challenges, goals, and pain points. They should take the time to ask probing questions, ensuring they have a comprehensive grasp of your business needs. Be cautious of providers who rush into proposals without thoroughly exploring your specific needs. A reliable training partner won't make assumptions about your business and, instead, invests in uncovering the real issues you face.
How does their selling process feel?
Pay close attention to how they sell to you – because that is how they'll teach you to sell. Are they listening to your needs, or are they employing hard-sell tactics? Do they understand your unique challenges and ask good questions, or do they pitch you on how they can solve them? Remember, the quality of their selling process directly reflects their training methodology.
Have they asked you about the priority of sales training relative to other priorities inside your company?
A valuable partner will ask about your sales training needs and explore how these align with your broader business objectives. They understand that sales training is just one piece of the puzzle and should be integrated into your overall business strategy. If a provider is solely focused on selling their services, with little regard for your company's bigger picture, they may not have the best interests of your business at heart. Look for a partner who truly understands how sales training fits into the larger context of your organization. Through their curiosity and their questions about you, did you learn things you didn’t know you didn’t know?
Through their curiosity and their questions, did you learn things you didn’t know you didn’t know?
A great sales training partner goes the extra mile, diving deep into your business to unearth hidden insights. They should ask questions that spark new perspectives, revealing aspects you might not have considered before. If your conversations lead to some "aha" moments where you think, "Wow, that's a great question. I hadn't thought of that," it's a strong indication that they possess the curiosity and expertise needed to guide your team effectively.
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 and solutions transcend specific industries. While some nuances may vary, the fundamental principles of effective selling remain remarkably consistent. If a sales training provider insists on being an industry expert, they might spend more time pitching and telling you what they know rather than understanding your needs and pain points.
Do they apply pressure and go for the 'Yes'?
Do they seem impatient, rushing you into a decision without giving you the necessary time to evaluate their services? Or, are they overly patient, failing to provide the guidance and urgency needed to help you make an informed decision? Consider how their approach aligns with your preferences and business requirements. A balance between respect for your timeline and a genuine desire to help you succeed is crucial.
Do they have demonstrated success?
Check for case studies or a publicly visible history of success. Have they worked with businesses similar to yours and achieved positive results? Can they adapt and learn diverse industries or business models, showing their ability to learn your business and understand your needs? A sales training partner with a history of successful collaborations is more likely to bring value to your organization. Look for tangible examples of their impact and success in helping businesses like yours improve their sales performance.
Do you feel you’ll get personalized coaching and training or just be a number?
Nobody wants to be treated like just another number. And this is especially true when it comes to training your sales team. Consider the layers of people you have to interact with. Are there too many intermediaries between you and your sales training provider, making it challenging to get personalized attention? In an ideal scenario, you want a sponsor with more experience and expertise who oversees the partnership, guiding the strategic aspects. At the same time, a dedicated coach should handle more of the day-to-day training and provide you with personalized attention. This dual approach ensures you receive high-level guidance and hands-on support, offering a more comprehensive and effective training experience.
How well do you understand the problem you’re trying to solve after talking to them?
If your answer is "yes, they do understand my problem" then you've experienced the true value of a consultant. Effective sales training partners should offer solutions and help you define and refine your problem areas. If the conversation leaves you with more clarity and insight, it's a positive indicator of their ability to provide valuable guidance and support.
Taking the Next Step
Providing your sales team with a strategic, well-rounded approach to sales training and development goes beyond short-term motivation. It develops Buyer Facilitators who contribute to sustained revenue growth, enduring client relationships, and a strong market presence for your company.
Bring us the list of nine questions and let’s talk!
