Monday, 25 September 2017
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Deakon’s sales courses are a highly stimulating journey into the ‘Art of Selling’.

C. Chappell / Territory Manager
In Vitro Technologies

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SALES COURSES

Sales Courses and Sales Training Investment and Cost

by Sean Kanan

Sales courses and sales training is necessary in today's informative and competitive environment.  With every investment, there is a cost and a return. An investment in sales courses and sales training for your staff is no different.  Sales training without a return on your investment may benefit your staff when they need credentials for a new job, but it won't benefit your company. Sales courses must be chosen with an eye for return.

Investment in sales courses and sales training for your staff demonstrates that you are committed to the betterment of your company and your staff.  However, if you choose sales courses and sales training programs that give little credence to your sales staff's current knowledge and abilities, your sales training motivations will falter into resentment from your staff.  Sales course content that is merely a reiteration of the staff's current knowledge is wasted investment and will be received with deaf ears.  Involving the sales team in the efforts places of sense of ownership of the sales training results, which further motivates the sales team to apply the training they have received to effectuate change. Benchmark your sales before training, and track sales for a year or two after the sales training.  Training applied is ROI earned. 

If you want to see a return on your investment into sales courses and sales training for your staff, involve your staff in course evaluation and selection, evaluate sales courses on their own merits and compare them to your objectives, consider long-term results of training, follow-up on the training, and consider the company's financial expense involved with the training investment.

Determine whether individual sales training or group training offers a higher return.  If the needs of your sales force members starkly contrast with one another, individual training would be more effective.  If consistency is imperative, group training will be more profitable.  In each scenario, be sure to evaluate salaries and any decrease in sales for the day.  In many cases, an office can run more efficiently when individual training sessions are granted rather than group training sessions.  Whether you are investing in sales courses and sales training for individual training sessions or group training sessions, consider the costs of location, travel, gas and lunch reimbursement.

When you choose sales courses and sales training for your team, look for value-added benefits.  Sales courses may offer sales training follow-up as a value-added benefit. Many sales courses offer train-the-trainer sessions, saving your company from the expense of repeating the sales courses and sales training for new employees.  If you have a fast promotional system or a high turnover, a train-the-trainer program can offer substantial savings and benefit and increase your ROI.   Ensure that the sales training courses will train your sales staff with material that can be applied continuously throughout their career with your company.

Sales courses and sales training can offer a high return on your training investment if careful consideration is given to need, objective, input, selection, follow-up and expense  Sales training is an avenue for continuous company improvement.  Continuous company improvement is imperative in today's fast moving business climate.  Smart investing in sales force training will give your company a competitive advantage and keep your sales in the fast lane.

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

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