Investing in the right sales training provider is a strategic move that can elevate your organization's sales performance and drive significant revenue growth. However, finding the perfect fit isn't always straightforward. 

With plenty of options available, it's crucial to choose a partner who understands your unique challenges and can deliver tailored solutions. 

This guide will walk you through the key factors to consider, ensuring you make an informed decision that propels your sales team to new heights.

Since 1996, ASLAN has championed an "Other-Centered®" approach, prioritizing service and trust-building. Learn more here.

Assess Your Team’s Training Needs

First things first: figure out your sales team’s high-level needs. What are their strengths? Where do they need a boost? Maybe you want to improve closing rates, sharpen negotiation skills, or just boost overall morale. 

Then, conduct a thorough assessment of their current performance. Look at metrics like conversion rates, average deal size, and sales cycle length. Talk to your top sales leaders, reps, and managers to get their insights on where they need the most support. Are they struggling with prospecting? Do they need better strategies for overcoming objections? Are they looking for ways to build stronger relationships with clients?

Once you have a clear picture of your team’s needs, set specific, measurable goals for the training program. For example, you might aim to increase your closing rate by 10% over the next six months or reduce the average sales cycle by 20 days. Having clear goals will help you evaluate potential sales training courses and providers and choose one that can deliver the results you’re looking for.

Research and Shortlist Potential Providers

Now, it’s time to do some homework. To ensure you make an informed decision, consider the following steps:

• Research sales training companies with solid reputations and proven track records in your industry. 
• Read online reviews, case studies, and client testimonials to gauge the provider’s expertise and effectiveness.
• Narrow your list down to three to five top choices for further evaluation.
• Consider the provider's pricing and your budget for a sales training program. 

These can give you a good feel for what each provider brings to the table. After narrowing your options to a shortlist of top providers, evaluate their customization capabilities.

Evaluate Customization Capabilities

One size does not fit all when it comes to sales training. The ability to tailor sales training programs to your specific needs is crucial. Generic solutions may not address your unique challenges and goals, leading to minimal impact. Assess the provider’s ability to customize content, whether it's role-specific training, industry-focused modules, or addressing particular pain points.

Ask potential providers how they approach customization. Do they offer off-the-shelf programs, or are they willing to develop a bespoke solution for your team? How do they gather information about your organization’s needs and challenges? Do they conduct interviews with key stakeholders, review your existing training materials, and analyze your sales data? The more effort they put into understanding your situation, the better they’ll be able to tailor their training.

Customization should be the cornerstone of your chosen provider's approach. Look for providers who take the time to understand your organization and design a training program that fits seamlessly with your objectives, ensuring a truly impactful learning experience.

Assess Training Methodologies and Content

Different training methodologies can yield different results. It's important to understand the types of training offered—be it workshops, e-learning, one-on-one coaching, or a combination—and ensure the content is up-to-date, relevant, and engaging. Practical, hands-on learning experiences often lead to better retention and application of skills.

ASLAN takes a unique “Other-Centered®” approach, emphasizing genuine customer service over persuasion or manipulation. Our customized programs involve assessing competencies, delivering interactive workshops, and providing ongoing support to drive lasting behavioral change. 

Seek training programs that incorporate a mix of methodologies tailored to suit your team's learning styles and preferences. Focus on providers that create interactive and engaging sessions that resonate with participants and drive real behavioral change.

Check Trainer Qualifications and Experience

The quality of the trainers can significantly influence the success of the program. Look into the background and expertise of the trainers and facilitators. They should bring real-world insights and a deep understanding of various industries, ensuring they connect with and inspire your sales team effectively.

Ask potential providers about the qualifications and experience of their trainers. Are they willing to share a clip or video of their training for you to assess their style and approach? What kind of sales experience do they have? How long have they been training other sales professionals and teams? Do they have any certifications or professional credentials? The best trainers are not only knowledgeable about sales techniques but also skilled at delivering engaging and impactful training sessions.

Consider Logistics and Delivery Format

Flexibility is key, especially in today’s world. Can the provider offer both in-person and virtual training options? How flexible are they with scheduling? Also, check if they provide support materials like workbooks and online tools to reinforce learning. You want a provider that makes it easy for your team to succeed, no matter where they are.

Opt for training providers that offer a range of delivery formats to suit your needs, from on-site workshops to interactive virtual sessions. Ensure they provide comprehensive support materials to give your team the resources they need to succeed.

Review Success Metrics and ROI Tracking

You need to know if the sales training program is working. Look for providers that offer clear ways to track progress and success. KPIs and metrics should be established to monitor the training’s impact on sales performance. Make sure the provider offers ongoing support and follow-up to keep the momentum going and address any challenges that pop up.

Choose a training partner that believes in accountability and results, working with you to define success metrics and providing ongoing support to ensure your training investment delivers tangible, measurable outcomes.

Request a Preliminary Assessment or Pilot Program

Not ready to dive in headfirst? Ask for a preliminary assessment or pilot program. This lets you test the waters before making a big commitment. You’ll get a feel for the provider’s style, content, and impact. It’s a great way to see if they’re the right fit without a full-scale rollout.

Observe Their Sales Process

How does the provider handle their own sales process? This can be a good indicator of their value and their effectiveness. Are they practicing what they preach? Look for strong selling skills and clear communication. If they can’t sell themselves, how will they teach your team to sell?

Select providers who lead by example, mirroring the methodologies they teach and showcasing their commitment to excellence and deep understanding of sales dynamics.

Partnership for Success – Choose ASLAN

Choosing the right sales training partner is crucial for your team’s success. Take your time to find a sales training provider who understands your needs and values collaboration and genuine customer service. Since 1996, ASLAN has embraced an "Other-Centered®" approach, focusing on serving others and building trust.

Our customized training programs are tailored to fit organizations of all sizes, ensuring long-term growth and development. Through our comprehensive process—Prepare, Ignite, Transform—we equip your team with the skills to convert unreceptive prospects into customers and enhance sales performance.

With a variety of services like sales training and leadership coaching, we support sales organizations with continuous improvement. If your organization values building strong relationships and is committed to supporting your sales team, ASLAN can make a significant impact.

Ready to boost your sales team’s performance? Contact us today to start your journey toward success.

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