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I found the sales course to be exceptionally well focused & beneficial."

R. Clifford / Technical Sales
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SALES COURSE

Tips for Sales Course Evaluation and Analysis

by Sean Kanan

Sales course evaluation and analysis requires evaluating your sales development team and the sales training courses you are considering.  Every investment must be researched – and that includes an investment in training and development for your sales staff.

Sales training courses, or even one powerful sales course, can increase sales, motivate your staff, reduce staff turnover, and build your company's credentials.  A powerful sales course is one that fills and replenishes the express needs of the sales team and exceeds company objectives with the highest efficiency rate.  The efficiency rate can not be determined without evaluating the return on investment the sales course will provide in the future; however, by thoroughly evaluating your sales team, your company and the sales training courses offered you will be able to find the sales course or sales training courses that will meet your goals.

No sales course or sales training courses should be committed to without determining the need for training.  Even if the HR department is suggesting company training for no other reason than to satisfy company policy, a thorough determination of the training needs should first be determined.  To accurately and narrowly define the training needs of your sales force, and to be able to select the sales courses and sales training courses for your sales team, you must systematically evaluate every task, process and policy.  By drawing logical inferences from questioning and cross-examining, you will be able to narrowly define your sales training need and select the sales courses and sales training courses that meet your objective.

Once you clearly define the needs for the sales development staff, you should then examine your sales course choices based on the subject, the trainer, the company providing the courses, the content, the sales staff and your company. 

The subject must clearly coincide with your accurately defined need. Review the subject matter of the sales course and sales training courses for engaging, problem-solving, concise and usable material and motivational delivery methods.   The trainer and the sales course provider should have the credentials to train.  In many cases, the higher the credentials the better the training – but this is not true in all cases.  Personality and method can drive effective training just as it drives sales. 

The sales course or sales training courses you choose should clearly match the culture of your company.  If you run a tight organization that adheres to strict standards, you would not want to invest in a course that expounds on the virtues of flexibility and freedom.  This will backlash.  Likewise, if your company is very flexible and focuses on individual creativity and ability, a sales training course in strict time management might stifle the creativity of your team (even if they need it). 

Sales course evaluation and analysis of sales training courses will save your company from investing in ineffective training.  Without sales course evaluation, your company might show a spike in motivation and sales, however it will quickly fall and taper as the refreshing beverage wears down.  Sales course evaluation and analysis of sales training courses will turn the short spike into a solid step upwards. Each carefully evaluated sales course will be one more solid step up.  And up is where you want your sales to be.

For more information on a sales course or to contact us, visit the website at http://www.deakon.com.au

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