Sales Training Consultants

IT Industry Specialists

• Consultancy
  • Training needs analysis
  • Sales force assessment
  • Competency based training
  • Training design
• Sales training
  • The need for training
    • For company executives
    • For customers
    • For sales people
    • For sales managers
  • Types of training
    • Core sales skills
    • Business acumen
    • Individual Effectiveness
    • Sales induction
  • Delivery options
    • elearning
    • Face to face
    • Seminars
    • Power hours
    • DVD/CD
    • On the job
  • Measuring success
    • Level 1 - reaction
    • Level 2 - learning
    • Level 3 - behaviour
    • Level 4 - results
  • Common mistakes
    • No clear objectives
    • Its not sales training
    • What changes
    • No executive sponsorship
    • An isolated course
    • No sales engagement
  • The way forward
    • Tailoring for your needs
    • elearning for the basics
    • Face to face for momentum
    • Power training to re-enforce
• Management training
  • Leadership
  • Driving the team
  • Coaching for results
  • General management
• Case studies
  • Moving from product to services sales
  • Virtual team leadership
  • Selling managed services
  • Developing sales people new to IT
  • Delivering key executive messages
  • Changing management behaviour
• Resources
  • Friends pages
  • Training quotes
  • Training feedback
  • Sales training books
    • Sales books
    • Leadership books
    • Management books
    • Self Help books
  • Sitemap
• Contact

SALES TRAINING CONSULTANCY

Training Design

Many factors need to be considered in the design of a training program, these include:

• The amount of training - one hour or 3 weeks
• The elapse time of the training - all to be completed in a month or over a year
• The type of sales training - see Types of Sales Training
• Delivery method for the training - see Sales Training Delivery Options
• Who is going to deliver it
• Participants' locations and ability to travel

But one thing is true in all sales training, you need to grab the audience quickly and keep their attention. We recommend

• Plenty of exercises in pairs, threes, teams and individually. Keep them moving and interacting
• Plenty of pace - start quickly and push them. Try to replicate the pace in their own roles.
• Chalk and Talk - the more spontaneous the better, keep it live and edgy.
• No PowerPoint - if you have to use it, keep it to a minimum, its a killer.
• Mix it up - keep it interesting, add a short video/DVD, get them having to produce something as a team, with a tight deadline, in competition with other teams.
• Workbooks - give them workbooks to complete exercises and take notes in
• Action planning - make sure there's time at the end for them to think about what they will change after the session

The closer that you can mirror their normal environment the more engaged they become.