When the term “sales” is mentioned, the words “credible,” “trustworthy” and “customer-focused” don’t immediately come to mind. Most people tend to believe that sales people are simply in it for themselves, and once they somehow trick you into buying, they will disappear and move on to the next potential customer. Nobody wants that to be the case when they purchase a product or service. They would rather spend their money with someone who is going to stick around and make sure that their needs are satisfied and there are no problems. That is what builds credibility and a solid customer base.
Sales trainers should take note of this because the companies that hire them typically hold the same mentality. It does not benefit anyone to receive sales training every once in a while with no follow-up. When businesses invest in a consultant, speaker or trainer, they expect to see results, and this is not possible without training reinforcement.
If trainers want to build up their own customer base, then they need to focus on their current clients. They need to be involved from start to finish. After training sessions, speakers should send out reinforcement tools that encourage sales people to implement the new techniques. Employee coaching is hard but getting them to use what they learned is even harder.
Sales trainers can also work with managers to make sure that they are equally involved when the trainer cannot be. Create a follow-up guide that managers can go along with to ensure learning. Provide them with a list of activities and programs that will help employees be successful. One of the biggest steps that consultants can take is to create a sales assessment tool, something that will measure awareness and profitability. For example, at Sales Progress, we send out learning tracks after training sessions. These tracks give employees activities to do, and they allow managers to see the actual effects of each session.
If you want to build any business, you need to make sure that you are there for the long haul. Having a relationship with your clients is one of the most effective ways to make sure that business will grow.
Sales trainers should take note of this because the companies that hire them typically hold the same mentality. It does not benefit anyone to receive sales training every once in a while with no follow-up. When businesses invest in a consultant, speaker or trainer, they expect to see results, and this is not possible without training reinforcement.
If trainers want to build up their own customer base, then they need to focus on their current clients. They need to be involved from start to finish. After training sessions, speakers should send out reinforcement tools that encourage sales people to implement the new techniques. Employee coaching is hard but getting them to use what they learned is even harder.
Sales trainers can also work with managers to make sure that they are equally involved when the trainer cannot be. Create a follow-up guide that managers can go along with to ensure learning. Provide them with a list of activities and programs that will help employees be successful. One of the biggest steps that consultants can take is to create a sales assessment tool, something that will measure awareness and profitability. For example, at Sales Progress, we send out learning tracks after training sessions. These tracks give employees activities to do, and they allow managers to see the actual effects of each session.
If you want to build any business, you need to make sure that you are there for the long haul. Having a relationship with your clients is one of the most effective ways to make sure that business will grow.
