Resource Logo

Hello, you are using an old browser that's not compatible and no longer supported. Please consider updating your browser to a newer version.

This site uses cookies to provide you with a great user experience. By clicking continue you accept our use of cookies to modify the information we collect please click here.

Continue

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies. Find out more here.

3 minute read
Back To All

Sales Training Buyer’s Guide

Sales training programs can easily provide a return on investment of 50x or more. However, not all sales training is the same. If not properly scoped or implemented, selecting a training option can result in a lot of time and money wasted. Your choice of a sales training provider is critically important to the success or failure of your initiative. In our experience, clients who achieve the most success are those who establish clear criteria before evaluating possible solution providers. For this reason, we have created a new Sales Training Buyer’s Guide.

The guide describes fifteen critical questions in four categories, enabling you to clearly identify and prioritize your needs. The guide also includes an evaluation grid for you to score potential providers consistently, then make an optimum choice.

This guide includes questions that help you to evaluate sales training options in four critical criteria:

  • Business Strategy Alignment
    These questions enable you to determine the degree that different training options align with your company’s business strategies and how your customers buy. They also provide criteria for weighing the ability of providers to align with your organization’s industry, and with your marketing and sales support teams.
  • Process/Methodology Alignment
    These questions enable you to assess how well different training options support key sales processes and methodologies and integrate with existing methods and best practices. They also evaluate how well a provider can assess your sales team’s developmental needs and track improvement.
  • Management/Systems Integration
    These questions enable you to evaluate how well training providers can help your sales managers to coach and reinforce the expected new sales behaviors. They also help you determine how well different training providers can design and implement effective sales processes and methods for your organization, and their ability to integrate with your CRM and sales enablement systems.
  • Global Access/Localization Support
    These questions help you to weigh the ability of training providers’ options for content access, by using different modalities for delivery, and their ability to deliver content in local languages, with appropriate cultural nuances.
About the Author

Richardson Sales Performance is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

Share:
Rectangle 8 1
Download Our Connected Selling Curriculum