One of the biggest mistakes a company can make is attempting to cut corners on sales training. The sales department is the revenue generating arm of any company and when it is not performing at peak levels, the entire business suffers.
Reduced Costs but a Limited ROI
A common way for small businesses to try and reduce expenses is by using in-house personnel to conduct sales training instead of bringing in outside professionals. Unfortunately, in most cases, this produces limited results and little, if any, advances in selling skills or revenue generation.
The four main reasons a business should avoid using in-house staff for training a sales team are:
- Same old ideas – if a sales team is struggling, introducing new, fresh ideas is an important motivating factor. Teams that see the current sales process as ineffective are not going to be interested in hearing the same old ideas from a peer or manager.
- Lack of credibility – many in-house sales professionals have limited credibility outside of their place of employment. Bringing in a recognized sales leader adds gravitas to the training experience.
- Participant discomfort – sales team members are more comfortable in asking questions if the trainer is someone outside of the organization. There is often discomfort or hesitancy to ask questions of peers or sales managers.
- Lack of novelty – having a recognized sales professional with a great presentation style creates a novel experience for the sales team. They leave feeling motivated to try new ideas, implement strategies, and incorporate their learning immediately into their interactions with clients and customers.
Choosing the best outsourced trainers allows you to plan ongoing training for your sales team to maximize ROI, skill development, and motivation long after the training is over.
If you are interested in training with the top sales experts in the country, reach out to the team at The Sales Coaching Institute today!
