<img height="1" width="1" style="display:none;" alt="" src="https://dc.ads.linkedin.com/collect/?pid=418929&amp;fmt=gif">

Like this blog?

Subscribe to get more articles.

5 Things to Look for in Corporate Sales Training Programs

A quick Google search of “corporate sales training” reveals nearly 23 million results. So how do you decide which corporate sales training program is right for your team? While every organization’s needs are different, here are five key things to look for in any sales training program that’s worth your investment.

1. Ongoing Support

A one-day training seminar will do little good for your sales professionals, thanks to the learning decay curve. If you really want the lessons and skills taught during training to stick, look for sales training programs that have robust support after the actual sales training. How does the program encourage consistent application of the new behaviors learned during training? Does the program help managers and leaders support their employees in their new skills? And how long after the training does this support last? When up to 70 percent of what trainees learn is forgotten within 24 hours of training, post-training support is the key to a corporate sales training that produces significant ROI.   

2. Training Style

A well-developed sales training program can combat learning decay through the design of its training. When comparing different corporate sales training programs, consider whether the training is presentation-based or discovery-based. Take for example experiential learning, which is a style used in training that allows participants to learn by doing. Experiential learning allows trainees to practice the skills they’re learning in a safe scenario during the training itself, rather than passively consuming information via a traditional presentation and not being given the opportunity to test out the new skills. Plus, the engaging nature of experiential learning brings the learning to life. The result is sales training that’s immediately applicable on the job—and less likely to be forgotten.  

Learn practical steps to building a world-class sales team in this helpful  guide.

3. Focus on the Customer

It’s a given that in order to be a competent salesperson, you have to be extremely knowledgeable in what you’re selling. But landing sales today goes far beyond product knowledge; increasing customer complexity means that customers require salespeople to not just be experts in their products but experts in the problems facing the customer and the wider trends in the customer’s industry. Look for corporate sales training that emphasizes the importance of understanding customer needs—both perceived and real needs. Thoroughly examining and understanding the customer will give you a leg up on the sales competition, and solid training programs should help you develop a systematic approach to organizing data and details about the customer.

4. Focus on Value (Not Price)

Don’t get stuck with a corporate sales training program that preaches that “price” is still an acceptable market differentiator. Thanks in part to advances in technology, customers today are more sophisticated than ever; they’re facing complex problems that require multi-faceted solutions, and they’re willing to pay a pretty penny to get those solutions. In short, today’s customers are sold on value, not price. If the materials in the sales training program you’re considering don’t emphasize the importance of selling on value (and how that’s vastly different from selling on price), then you may be signing up for sales training that’s stuck in the past.

5. Looking Beyond the Sell

A standard corporate sales training program will train participants in how to close sales—but a great training program will also address what should happen after you close. A no-fail sales strategy doesn’t end with a single sale. How can you turn one-off sales into true partnerships? How can you leverage your customer relationships to go further? A corporate sales training program worth investing in will go beyond teaching traditional sales skills to answer these questions.

Upskilling your sales team is necessary to meet rising customer expectations, employ more effective sales techniques, and boost competitiveness.

Upskilling your sales organization doesn’t have to be a massive or disruptive undertaking. With a careful focus on building more effective sales leaders and training for salespeople, you can achieve a world-class sales organization.

Download the guide to learn more. Fill out the form on this page for instant access. 

Download Your Copy

Additional Resources

View All Blog Posts About Sales Performance & Training

Continue Reading

How Eagle's Flight Can Help You

View Our Areas of Focus

View Our Sales Performance & Training Resources

Access Our Guides

As Executive Vice President Global Performance, Paul has extensive experience in consultation, design, and delivery of programs over his 20 year career with Eagle’s Flight. Through his genuine personable approach, Paul is not only a trusted advisor but also a valued partner to his clients; he works seamlessly to ensure that Eagle’s Flight solutions are aligned to their needs and desired outcomes. As a result, Paul is the account executive for Eagle’s Flight largest account. Many of his clients are multi-year accounts from multinational, Fortune 500 companies.

About Eagle's Flight

Founded in 1988, Eagle's Flight has earned its reputation as a global leader in the development and delivery of business-relevant, experiential learning programs that achieve specific training objectives and lasting behavior changes.

Learn More

0 Comments Be the first to comment!
Human Resources Today