Sales figures are the ultimate indicators of any organisation’s performance. At the end of the day, all organisations are sales driven. But, do all of them consider the importance of developing sales talent within the organisation? Everybody will answer ‘Yes’. On further digging, you’ll find, most of the organisations are conducting ‘Product Training’ again and again to their sales employees in the name of ‘Sales Talent Development’. The trainings to sales forces are often taken as time consuming activity and dampener to sales productivity. The allegation can’t be ignored especially against classroom trainings. It always remains a challenge for geographically diversified organisations to assemble their multi-location sales employees at a particular sales training venue. The costs shoot up drastically in terms of logistics and training support expenses. It becomes tough for organisations to arrange such sales trainings more than once in a quarter. But is it enough for addressing the sales talent development issues? The answer is ‘No’, ‘A Big No’! |
Sales Courses need to be prescribed from time to time to all the sales employees as per their skill gaps. Sales Skills Development is different from Product Trainings! Sales Skills need to be honed up from time and again as per the latest situations in the market. In this fast changing market environment, a new case study comes up every month; a new objection arises every week. Sales Courses need to be fast paced and dynamic rather than dragging the same old subject.
Sales Courses need to define the objectivities of the outcomes. The courses need to be designed as per hierarchical needs and skill gap analysis. The skill sets for sales presentation is different from the skill sets for reference generation. As a scientific technique, we need to first assess the sales employees against his required skill sets for a particular role. Then we need to generate his skill gap analysis report. The Skill Gap Analysis Report will give us the perfect picture of the exact sales course that can be prescribed to the sales employee.
Upon, determining the exact sales course, we need to concentrate on mode of delivery. Class room training is more common but does it fit in today’s environment? As discussed earlier, cost justification to Classroom trainings always become difficult. It involves a lot of stakeholders apart from the trainer and the trainees. The logistics and training support expenses are increasing day by days. Apart from these, the opportunity cost of sales employees’ involvement for one or two working days makes the matter more complicated.
The time has come to accept the mobile, anytime, anywhere training which the industry has started referring to as ‘e-training’. The flexible approach with content developments and modifications facilities are making it more popular to the geographically dispersed organisations.
Sales courses on ‘e-training’ platform provide the flexibility, cost justification and fast mode of cascading the training content without hampering employee productivity.
Sales courses are designed by many online sales training consultancies across the globe but we need to always check out their experience and content before taking up their service. As SAAS based platform, the training consultancies mostly charge it on per user basis and for a limited period. It also minimises the cost of retraining the new joiners, who replaces the attrite. From organisation’s point of view, the total cost of ‘e-training’ more or less remains same for their budgeted sales force.
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