There’s a better way to select sales training

Thanks to my editors at Sales and Marketing Management magazine for running this cover story on a very important topic.

A few key points from the article:

  • To get sales training right, you have to select the right sales training partner. Note: If you’re part of a corporate Learning and Development organization and don’t outsource at least some of your process, methodology, and content development, we should really have a chat.
  • An objective assessment of your selling requirements from your customers’ perspective is the first place to start.
  • The best provider for your requirements may not either come up on the first few pages of a Google search, nor be listed in the increasingly popular training company lists that are being regularly published.
  • Check at least ten references before you go forward with a sales training provider.

And here is my regular sales training column. It’s an update of my popular, “C’mon, Dave, who is the best sales trainer?”

By all means, subscribe to the print and digital versions of Sales and Marketing Management magazine here, and use the Priority Code: DSEN

Comments

  1. says

    Dave, there are many great sales training programs out there, however what really is troubling for many firms is the lack of ability to compare one program to the next.

    Companies really need to get some clarity on one approach versus another in order to determine value.

    Keep up the good work on your blog,
    Greg
    gregoryodonnell.tumblr.com

  2. says

    Good article Dave.
    Would like to see you elaborate on:

    An objective assessment of your selling requirements from your customers’ perspective is the first place to start.

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