You want to improve your sales team's performance. How can you choose the right training program?

Define your winning formula by thoroughly analyzing Key Performance Indicators (KPIs) and results. Identify the strategies that effectively draw customers into the sales funnel and foster long-term engagement. Align the training program with these successful approaches, ensuring it addresses the actual challenges encountered by your sales team. Regularly evaluate the program's effectiveness, incorporating ongoing feedback and results to make timely adjustments or changes. The key lies in a dynamic alignment that consistently evolves to match what works, fostering sustained success in customer acquisition and retention.

There are 2 kinds of need the sales team have- 1)Actual Need 2)Implied need Understanding the actual need/gap areas is pivotal to enhance performance in sales. It can be achieved by a mix of quantitative and qualitative methods, and analysing both the data creating a sales training for individuals and team.

As always a good place to start is to assess the actual need of the sales team. As the team leader,you may discover this from field accompaniment (if the job involves field work),feedback from customers,during review meetings with the salesforce,surveys,SWOT analyses you carry out. Once the areas of need are established,then it's time to engage a trainer or coach who has the expertise needed to give the training. After the training had been deployed it's then time to gauge how successful it was by measuring the present outcomes versus what the results were before you embarked on the training.

La elección del programa de formación adecuado para mejorar el rendimiento del equipo de ventas requiere un enfoque estratégico. Alternativas y consejos incluyen: 1. **Evaluación Integral**: Utilice herramientas como SkillSurvey para evaluar las habilidades actuales del equipo mediante referencias de colegas y supervisores, obteniendo una perspectiva más completa. 2. **Feedback Continuo**: Plataformas como Refract permiten recopilar y analizar feedback en tiempo real de las interacciones de ventas, identificando áreas específicas que necesitan mejora.3. **Análisis de Datos**: Herramientas como Gong.io utilizan análisis de conversaciones de ventas para evaluar patrones y áreas de oportunidad, brindando información valiosa para la formación

I always work with clients to formulate a change management plan! Most sales trainings are intended to change behaviors, and that takes more than a one and done training. The plan should involve sales leadership. Something I have found helpful in formulating the communication and socialization of benefits is to involve 1-3 participants to be influencers. They help to evangelize the benefits of the training, and share their successes. This activates the limbic system of participant’s and helps them see they can also achieve success applying the training concepts. The change management plan also details ongoing reinforcement, acknowledgment of successes and long term measurement strategies, and more to ensure your team succeeds.

Para mejorar el rendimiento del equipo de ventas mediante formación, sigue estos pasos: 1. **Evaluación Integral**: Utiliza herramientas como SkillSurvey para evaluar habilidades y obtener referencias. 2. **Feedback Continuo**: Plataformas como Refract ofrecen feedback en tiempo real sobre interacciones de ventas. 3. **Análisis de Datos**: Utiliza herramientas como Gong.io para analizar patrones y áreas de oportunidad en las conversaciones de ventas. 4. **Comparación de Opciones**: Compara programas como SalesHood, Highspot, y MindTickle, considerando contenido relevante, entrega interactiva, resultados medibles, costos, duración y reputación del proveedor.

Al evaluar un programa de formación: 1. **Prueba Gratuita o Demostración**: Utiliza opciones como Lessonly que ofrecen pruebas gratuitas o demostraciones para evaluar la adecuación del programa. 2. **Revisión de Materiales**: Examina los materiales de aprendizaje de plataformas como LevelJump para asegurarte de que aborden temas esenciales. 3. **Participación del Equipo de Ventas**: Plataformas como Showpad permiten la participación activa del equipo en las pruebas, garantizando la utilidad y atractivo. 4. **Apoyo y Retroalimentación**: Evalúa el sistema de apoyo y retroalimentación, por ejemplo, el ofrecido por Allego, para maximizar la efectividad del programa.

Get them a group session from. Motivational expert which will help them to boost their confidence and motivate to achieve their targets.

Aunque encuentres un programa de capacitación adecuado, la personalización puede hacerlo más relevante. Alternativas y consejos incluyen: 1. **Adaptación a Desafíos Específicos**: Plataformas como MindTickle permiten adaptar el contenido, la entrega y las evaluaciones según desafíos específicos de la industria o mercado. 2. **Recursos Complementarios**: Programas como Allego ofrecen opciones de personalización con recursos adicionales, como coaching o sesiones de seguimiento, para fortalecer la aplicación de habilidades aprendidas. 3. **Colaboración con el Proveedor**: Consultar con el proveedor sobre opciones de personalización, como la ofrecida por SalesHood, asegura que el programa se ajuste a las necesidades únicas de tu equipo.

R.O.L. - that would be a dream come true to quantitavely measure the Return On Learning! Even though it´s hard to realize, there is a good guideline to evaluate a training: have a look at Kirkpatrick´s 4-level-training-evaluation-model. Level 1: Reaction - did the learners enjoy the training and consider it to be relevant? Level 2: Learning - did the training influence the performance? Level 3: Impact - did the training change the behaviour? Level 4: Results - did the training influence the results?

Something else to think about here, is the quality of the trainer themselves. Far too many people focus on the CONTENT of the training, and use that to evaluate options. But often the headline content is often identical! The often-missed part is the quality of the trainer themselves, because that’s where the VAST differences are, and where the training can be fantastic , or awful - depending on the experience and credibility - not just in training, but more in what subject they are training. In my career I’ve been in ‘leadership’ training with a trainer who has never been a leader, sales training with someone that’s not been a top performer in sales (or even been in sales) and time management training with a trainer who was late!! 🙈🤣

Na minha vivência ministrando treinamentos de vendas, listo aqui é imprescindível considerar: - O sistema de crenças dos indivíduos - Os seus impedimentos emocionais - As suas barreiras técnicas - As causas individuais de auto sabotagem. Todas elas sobre inteligência emocional do vendedor. Não menos importante destacar o conhecimento aprofundado em gatilhos mentais, neuromarketing e a cultura da cidade, distrito ou País do seu cliente.