From small businesses to large corporations, the most successful companies understand how important it is to invest in consistent sales training programs.
Although some businesses have the ability to offer sales training in-house, many others find it useful to outsource sales training to third-party providers.
Third-party providers bring an objective perspective to your training program. If you're not careful, in-house training can perpetuate dysfunctional processes or ineffective strategies that are holding the business back from achieving its full potential. Outsourced training providers, on the other hand, work with a diverse mix of sales professionals and are adept at helping your team implement proven sales techniques.
The specific benefits of outsourced sales training depend on the type of training your sales team needs. But there are a handful of benefits you can expect to receive from any sales training provider, regardless of the program's unique goals and objectives.
- Standardized sales processes. Whether you know it or not, your sales team relies on processes to market your goods and services to prospective buyers. But if you haven't standardized the sales process, team members use their own individual processes and often don't coordinate them with each other. Sales training standardizes your company's sales process and gets everyone working from the same playbook.
- Business training. Don't assume that your sales staff has business training. Many skilled sales people have never received formal business training, and that can become an issue when they are asked to rub shoulders with business executives during the sales cycle. Some sales training programs are designed to provide participants with information about general business topics as well as selling strategies.
- Customer-based sales philosophy. In today's marketplace, it's all about the customer. New media technologies and social trends have placed consumers at the epicenter of the selling process and your sales staff needs to be prepared to engage prospects in ways that value their central role in the relationship.
- Real world application. Sales theorists aren't hard to find. But the best providers use trainers who have sales experience and can provide real world context for the information they are feeding to your team.
- Industry track record. If you've done your research, your sales training provider will be able to give your sales personnel industry-specific sales insights. Although general sales training is transferable between industries, a trainer who a proven track record in your industry can yield big results.