Customized Sales Training Workshops by Performance Based Results
How do you measure the success of your sales training? Do you count the number of people who managed to stay awake during your presentation? Do you attempt to quantify it by seeing how many positive reviews you get on the comment cards your attendees leave behind?
While those measures may give you a feeling for how successful or unsuccessful your sales training session was in the immediate term, the metric that really counts is the number of sales your team closes in the weeks and months after they receive their training. When you're evaluating your sales training, it's equally important to consider how it changed your team's behaviors and whether it contributed to the creation and maintenance of a vibrant sales culture within your organization.
According to ES Research, the majority of sales training has little impact after just four months have passed since the training occurred. With companies throughout America spending billions of dollars on sales training annually, it can be costly if the training you provide doesn't produce lasting results.
As a general rule, the best indicator of what someone is going to do in the future is the individual's past behavior. If your sales reps haven't responded to your training sessions by producing more sales, do you think offering the same or similar training will produce a different short- or long-term result?
To create a training program that's effective over the long haul, you need to be familiar with the reasons why sales training often fails, so you can avoid them. Here are some of the most common reasons that sales training isn't successful:
- Lack of Reinforcement: A lot of sales training occurs as a one-time event that takes place over one, two or three days. Even if your attendees enjoy the event, it's likely they will forget what they learned if the material isn't reinforced in the weeks and months after the training takes place.
- Lack of Accountability: A corporate sales training program has to have built-in measures of accountability for the members of your sales force. If your salespeople aren't held accountable, you won't be able to take action to change their behaviors and improve their individual results and your company's overall sales.
- Lack of Clear Objectives: Before you offer training, you have to know the specific results you want your sales training to produce. Your objectives need to be based on research, not just your personal thoughts about where your business should be in a few months or years. During your training, you need to explain your goals and the action steps your team needs to take to achieve them.
- Lack of Engagement: People often learn things faster when you involve more of their physical senses in the learning process. This means that if you engage your sales staff in your training by having them get on their feet, participate in case studies, perform in scripted dramas, get involved in small group role plays, and presentations they may learn and retain more than they would if they only listened to a presentation as passive audience members. Truly engaged training programs such as those delivered by Performance Based Results aren't just fun and challenging, they're relevant for those who are just starting their sales careers as well as seasoned professionals who've been selling for decades.
What a Customized Sales Training Workshop by Performance Based Results Can Do for You
The goal of any sales training program is to increase sales and produce measurable results. If your current program isn't doing these things for one of the reasons mentioned above or another reason, it's time to make a change - a change that can boost your sales and add to your bottom line.
The change you should consider making now is contacting Performance Based Results to handle your sales training needs. Our selling skills and management skills sales training seminars will keep your team engaged for more than the length of the training session. The information and ideas we'll share with your salespeople and managers will keep them engaged with their work long after they attend a sales training workshop by Performance Based Results.
With more than 20 years of experience and a well-deserved reputation as a B2B expert and results-oriented sales coach, Paul Cherry has the expertise necessary to create and deliver a sales training seminar or workshop that's tailored to achieve your needs.
When you work with Performance Based Results, you work with a partner who will take the time to get to know you, your business and your needs. You work with a partner who will labor tirelessly to identify the obstacles that are impeding the success of your sales team. You work with a partner who will design a customized training solution your team will be eager to participate in and be a part of. We're certain your sales representatives will be satisfied with our engaging sales training workshops and seminars, and that they'll feel empowered to put what they've learned into practice.
No matter what vertical market you compete in, we can deliver a custom sales training workshop that will give your employees the skills they need to succeed individually and collectively. At Performance Based Results, we know that a sales training seminar is only as successful as the results it produces. That's why we craft sales training workshops and seminars that are designed to achieve our clients' goals.
Paul Cherry has decades of experience working with Fortune 500 companies and small- and medium-sized businesses throughout the United States. With 84 percent of Cherry's 1,200-plus clients seeing a 12-to-1 return on their investment in our sales training, it's clear that Paul Cherry has a track record of helping businesses just like yours achieve their sales goals.
Our sales training workshops and seminars are effective because they're customized to address your specific needs and goals. They have a lasting effect on your bottom line because they're highly interactive and engaging and they make people really think. Our training programs reinforce the lessons your salespeople learn, and they have accountability measures that will provide results you can use to take action.
If your current sales training program isn't generating the results you want, it's time for you to make a change. You can make that change now by dialing the following phone number and talking to Paul Cherry, our company's founder and president: 302-478-4443.
There's no reason to wait! Contact Performance Based Results and let us create and deliver a custom sales training seminar or workshop that will produce superior results.