Sales Training Cebu most companies do the one thing that is easy to implement, and will make the earnings look better. That is to cut costs and budgets. And one of the first, if not the first, to be cut is the training budget.
Getting Your House in Order
While the purpose of Sales Training Cebu is to improve the selling skills so that they generate better results for you. These are:
* Hiring: Do you have the right sales person for the right sales job that will fit into your corporate culture
* Promotion: Have you promoted the right sales person to be your sales manager whom will lead and motivate your sales team effectively
* Incentives: Is your sales team incentivized to go the extra mile and get better deals for you.
Here are some of the criteria of what a good sales manager should be:
1. Directs and controls others in your team
2. Optimise the company’s profits through the actions of your sales team
3. Analyse customer behaviours, sales people’s actions and market trends effectively
4. Train your team members
5. Makes joint calls and then coach the sales person on how to deal with customers better
Setting Your Training Objectives
If you were to ask any sales manager, what will be the objective of any sales training, the reply is likely to be “Get more sales (at higher prices)!”
Since sales revenue generated is an end-result, in order to improve this result, you will have to look into the processes that drive this results in the first place. Hence, instead on focusing on the final objective, look at which are the processes that need to be improved and work on those areas.
Engaging the Right Trainers
Typically, companies can choose between internal and external trainers for their sales training. Whether you are getting internal or external trainers, your selection criteria will have to be based on “what kind of trainer(s) will be a best fit to deliver our sales training objectives now?”, more so than any other criteria.
Depending on your current situation, your sales training requirements can be:
* Designing a sales program from the ground up (i.e. observing sales people in action, break down the sales processes, devise ways to improve each process through training)
* Implement existing training programs (no changes, just do it)
* Emphasize role-plays and case study discussions in workshops, an then give de-briefings and pointers (sort of like a group-based coaching)
* Conduct train-the-trainer programs for sales managers, so that they can train their own teams
* Audit current sales training programs, and identify ways to improve on them , etc.
To choose the right trainer, you can create a score sheet of the list of prioritized criteria for the trainer(s), that is based on your sales training objectives. Most companies, even those that have very structured learning methodologies, are still using gut feel when choosing trainers, and sometimes that may end up as bad, if not ridiculous, choices.