Sales Training: Come On, Dave. Who’s The Best Sales Trainer?
Sales Training: Posted on February 11th, 2010 by Dave Stein
When I tell them that’s not a question I can easily answer, many offer to pay me just for providing them with “just one name.”
If they press me for an answer I take a deep breath and say…
I first need you to tell me just a bit about the company seeking the best sales training firm:”
- What do they sell?
- How do they sell it?
- How well do they sell it?
- Why do they win?
- Why do they lose?
- How long is their sales cycle?
- Is it a complex or transactional sale?
- Do they sell to committees or individual buyers?
- What resources are required to support a rep?
- How do their buyers buy?
- Who are their competitors?
- What’s their go-to-market strategy?
- How are leads generated?
- What percent of market share do they own?
- What are their business goals and objectives for the coming quarter, year and three years out?
- How well is the sales team performing? What percentage of sales reps are at or above quota?
- What processes and tools do they currently have in place?
- What geographic territories do they cover? In what languages? With what local cultural requirements?
- How is the company structured?
- What about their sales channels?
- What compensation and incentive approach do they employ?
- How well do the first line managers manage?
- What gaps exist in management skills and capabilities?
- Do they coach effectively to a process?
- What analytic and measurement systems are in place?
http://davesteinsblog.esresearch.com/2010/02/11/come-on-dave-whos-the-best-sales-trainer/
Related Sales Training Information:
http://mcdonaldsalesandmarketing.biz/category/sales-performance-2/
http://mcdonaldsalesandmarketing.biz/category/blended-learning/
http://mcdonaldsalesandmarketing.biz/employee-selection/
http://mcdonaldsalesandmarketing.biz/sales-performance-2/
http://mcdonaldsalesandmarketing.biz/sales-performance/
http://mcdonaldsalesandmarketing.biz/personal-learning-environments-ples/
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Learning Optimized, Behavior Changed, Performance Advanced
My deliverables to you are: (I) Improved Learning Outcomes and Increased Competence; a. Retention to fluency (95% vs. 28%), b. Behavior change through accountable reinforcement, c. Improved application, d. Advanced individual performance and e. Advanced organization performance.
You will ensure that every person reaches true mastery* in the shortest amount of time. Mastery* produces people who have the adaptive reasoning skills required to effectively apply knowledge to new situations.
*Mastery is required where appropriate information application is critical to achieve a desired outcome; For example, Education: K-12, Higher, Corporate, Government; Medical; Medical Continuing Medical Education – Performance Improvement; Safety; Sales Performance; Aviation; Military; Individual Certifications and Individual Continuing Education.
McDonald Sales and Marketing, LLC, Specialties:
Appropriate Application; Behavior Change; eLearning; Employee Selection and Employee Development; Human Capital Management; Individual Performance Improvement; Learning Performance Improvement; Learning Retention and Reinforcement Improvement; Organization Performance Improvement; Workforce Development and Productivity; Verbal Skills Simulation and Reinforcement; Sales Performance Improvement; Web-Based (SaaS/Cloud) Solutions
To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:
Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752
Do you know any sales trainer who will gurantee the client will take in more profits than the cost of the sales training…..or money will be refunded?
Hi Rick
Yes I do.
(1) This sales solution was marketed with a money back guarantee.
The right to win was initially validated and metrics were bench marked and monitored
The performance improvement initiatives were a huge success and no monies were requested/returned
http://mcdonaldsalesandmarketing.biz/sales-performance-3/
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VI. SALES LEADERS: Creating More New Sales Opportunities
Sales: Set More New Appointments
Convert More Contacts to Contracts
Problem:
“Where can I go to get a ‘best practice’ approach for getting in more doors and closing more business… without having to try to re-invent the wheel?
Historical Competency Improvement of: 596%
Historical Training ROI of: 1148%
For every Training Dollar ‘Loaned’…There is a Client Return of $11.48
(Completely Based on The Clients Sales Numbers…Pre and Post Training)
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http://www.convertmoresales.com/recent_results.php
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(2) This learning solution guarantees that each at risk, below grade, english language learner and special ed student will pass a high school exit exam or they will get their money back
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http://mcdonaldsalesandmarketing.biz/learning-technology/
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I am unaware, since it inception in 2000 that any monies have been returned, and 1,000′s of at risk students have benefited..
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This same learning solution has provided the following sales/learning results, by providing individual, long term learning, transfer, recall and application:
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http://mcdonaldsalesandmarketing.biz/sales-performance/
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Sales:
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“Management reported a 300% increase in sales, within a 6-month period after training”
“Management reported negotiated contracts that earned the company an extra two million dollars in profit per negotiator over the previous year”
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Learning:
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More Stimulation per Minute of Study
300% Improvement in Retained Learning per Hour of Study
11% less study time, 22% less test time, and 95% higher test scores
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There has been discussion of providing a money back guarantee, with the right content partner
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The sales training partner that advances individual learning, recall and application long term and provides the best ROI validating the same is the sales training partner of the future. Employers know that short term returns can be proven, it the long term impact that matters (> 120 days)\
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Solving long term, learning to fluency/mastery, recall, application, to advance individual performance consistent with strategic, individual and organization objectives in sales:
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http://mcdonaldsalesandmarketing.biz/wp-content/uploads/2012/03/Integrating-Sales-Training-and-Sales-Implementation-0522121.pdf
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(3) This certification incorporates the learning solution in (2) above, but I don’t believe it includes a money back guarantee
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http://www.aa-isp.org/CISP.php
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I’m curious, why do you ask?
Thanks, Tom