Updated: Mar 25
Sales training is critical for any business, regardless of its size, industry, or product offerings. And while the structure of a sales training program can vary from company to company, the most effective programs include the following elements.
Clear and Measurable Goals
The sales training program should have clear and measurable goals that are aligned with the organization's sales strategy. The goals should be specific, measurable, achievable, relevant, and time-bound (SMART).
A needs assessment should be conducted to determine the skills, knowledge, and abilities that the sales team needs to improve. This assessment can be done through surveys, interviews, or performance evaluations.
The sales training program should be customized to meet the unique needs of the sales team. This means that the training should be tailored to the sales team's level of experience, industry, and product or service offerings.
Interactive Training Methods
The training program should use interactive methods, such as role-playing, case studies, and group discussions, to engage the sales team and make the training more effective.
Ongoing Coaching and Feedback
The sales training program should include ongoing coaching and feedback to help the sales team apply what they have learned and improve their performance. This can be done through one-on-one coaching sessions, team meetings, or performance reviews.
Technology-enabled learning should be incorporated into the sales training program. This can include e-learning modules, webinars, and online assessments.
The sales training program should include reinforcement activities to help the sales team retain what they have learned. This can include follow-up training sessions, refresher courses, and online resources.
Metrics and Evaluation
The sales training program should be evaluated using metrics that measure its effectiveness, such as sales performance, customer satisfaction, and employee engagement. This evaluation should be ongoing and used to make improvements to the training program.
Should Your Company Outsource its Sales Training Program?
Whether or not to outsource sales training depends on several factors, including the size and expertise of your organization, the nature of your sales team, and the resources available to you.
Here are some points to consider when deciding whether to outsource your sales training:
Outsourcing your sales training to a specialized training provider can give you access to a wealth of expertise and experience that your organization may not have internally. A specialized provider can provide training that is tailored to your industry and unique sales challenges.
Outsourcing can allow you to customize your sales training program to meet the specific needs of your organization. This can include developing training materials, tailoring training sessions to the needs of individual sales teams, and providing personalized coaching and feedback.
Outsourcing your sales training can be cost-effective, especially for smaller organizations that may not have the resources to develop and implement a comprehensive training program in-house.
Developing and delivering a sales training program can be time-consuming, taking up valuable resources that could be allocated to other areas of your business. Outsourcing can save time and resources, allowing you to focus on other priorities.
Outsourcing your sales training means that you are entrusting an external provider with an important aspect of your business. It is important to choose a reputable provider who is aligned with your organization's values and goals and who can deliver high-quality training.
Outsourcing your sales training can provide numerous benefits for your organization, including access to expertise, customization, cost-effectiveness, and time savings. However, it is important to carefully consider the advantages and disadvantages of outsourcing and choose a provider who can meet your organization's unique needs and priorities.
About LMS Portals
At LMS Portals, we provide our clients and partners with a SaaS-based, multi-tenant learning management system that allows you to launch a dedicated training environment (a portal) for each of your unique audiences.
We offer a complete library of ready-made courses, including a wide selection of sales and sales management courses.
Our platform includes an embedded course authoring tool that enables most anyone to build engaging courses quickly and easily. So you can build your own courses, utilize our off-the-shelf library, or some combination of the two.
If you choose to, you can create Learning Paths to deliver courses in a logical progression and add structure to your training program.
The system also supports Virtual Instructor-Led Training (VILT) and provides tools for online coaching and social learning.