There are hundreds of sales training companies operate on the USA market, which have thousands of lectures and workshops in their offers. A large selection increases the chances of choosing the most appropriate training for your company. However, unless you know what to look for when selecting the course, you may end up with the lost money. So what should you pay attention to make the right choice?
It is best to start from the very beginning, and therefore for the reason why we are looking for training for ourselves, the company in which we work or the company we run.
Even if there is a specific offer of a particular company ahead of us, it is worth checking what other training institutions will have in this regard. Above all, you should determine whether the offer is really in line with our expectations.
1. Analysis of training needs
The basic principle is: choose the training for the current needs (own or company), and do not adjust them to an active training program, which for some reason seemed to be “cool.”
Sit down with a piece of paper and write down current challenges and difficulties. Has the company lost part of the market to its competitors recently? Maybe this is due to sales or marketing mistakes? Did the atmosphere in the company break down because there have been new conflicts between employees?
Asking you questions about what is not working or what should be improved is the easiest way to discover the training needs in the organization. You can help yourself by conducting surveys among employees, as well as periodic employee evaluations if they are applied in the company.
Only when you have a list of things worth repairing or skills that are worth developing, because the interest of the company dictates it, you should seek offers that will fully meet these expectations, and thus help in solving the diagnosed problems.
2. Program analysis
It is only when you know what you need that you can try to assess whether sales training topics fit into the initial expectations, and therefore whether they give a chance to solve the problems you have outlined.
Unfortunately, the details of programs in the offers of various companies are different. The situation should arouse your suspicion if the training program has been described only in terms of the framework, so it is impossible to determine what specific issues will be discussed. In such a situation, you have two solutions. First, ask for details. However, if your questions are left without specific answers, it is better to take into account the more detailed training of another company.
When analyzing the training program, consider the benefits that you gain due to participation in the given classes. It’s best to compare several different programs and evaluate them in terms of what they will allow you to learn.
3. Theory and practice
There are sales training topics during which the trainer (in this case a lecturer) focuses on the transfer of theoretical knowledge. That is not always a mistake. The approach to the transfer of knowledge can be accepted if the subject of the course is, for example, legal regulations.
However, in most situations, the possibilities of practical knowledge acquisition and skills training are much more valuable than the theory. If the participants of the training are going to solve the problems they encounter in their daily work; they will not succeed if they receive only theoretical information.
Training, even if it has a substantial theoretical part, should allow practicing new skills in the form of a workshop. Techniques that somehow force participants to be active also have an incentive function. During the dull session, it’s easy to sit for a few or a dozen hours, with thoughts being entirely elsewhere.
However, training, when the trainer requires involved work (independent or group) to solve problems, almost excludes a situation in which that time would be wasted. Therefore, when analyzing training programs, it is worth paying much attention to the advanced training methods.
4. Opinions and references
If you have a few options to choose from, you will thoroughly compare training programs if they meet your expectations and compare lecturers and institutions that are responsible for organizing the classes.
When combining training companies, they also pay attention to their experience. They often inform about the clients for whom they worked on their websites; their lack may indicate that either the company is still very fresh or that existing customers have not been satisfied with its services. We can also talk to friends and find out whether they have used the offer of one of the companies we take into account, and if so, ask about their assessments.
You should also ask for an opinion regarding trainers. Are their lectures and workshops conducted interestingly? Is the knowledge transferred attractively and are the lessons valuable or easy to apply in practice? Information from former training participants can significantly facilitate your choice.
If, however, you do not know anyone who participated in the training conducted by a given trainer, check what other classes the person is leading. Thanks to the Internet, you should quickly determine whether a given trainer specializes in the field that you are interested in.
To make the right choice is not as easy as we wish it were. That is what motivated us to create a GONG. Our trainers are experienced and fully prepared to help you maximize your selling skills. Do not wait and contact us to get to know more about the detailed offer.