You may have a particluar need for training for your team of people. In this case you have a choice of three main options:
- looking at the large range of standard training courses that are available from the larger training organisations, and then developing a coaching programme to go alongside it
- creating something specific that will deliver exactly the results that you want and following it up with in house coaching
- creating something specific that will deliver exactly the results that you want and employing us to coach your team
(There is a fourth option, which is to do one of the above but not follow through with the coaching. In this case you must be prepared to accept inferior results.) According to the International Personnel Management Association training combined with coaching increases productivity by 88%, whereas training alone typically results in a 22% improvement.
For us, the biggest failure of traditional sales training was that we learned general sales principles, working alongside people from many different industries. There was very little opportunity to learn how to apply those principles to our own business.
The next biggest failure was the lack of follow up after we had attended the training. A lot of what we learn in sales requires skill to apply it successfully. When we first attempt to apply our new knowledge we often make mistakes; mistakes that can cost our company money in lost sales and damaged relationships, and mistakes that can damage our confidence and so undermine the investment made in the training.
This is why the Precept in house training is always developed exactly for your business, and only for your business. It is also why we insist that you have a follow up programme to coach your team after the event.
Training that we have conducted previously includes
- Telephone selling
- Introduction to Field sales
- Managing major accounts
- The use of effective questioning
- High level technical sales
- Consultative selling
- Selling an intangible service
- Managing your first sales team
- Referral marketing and networking effectively
- Managing high value technical sales projects