We’ve all been sitting in a training room at one time or another when someone says (or maybe you even think it yourself), “yeah yeah…we’ve been here before, but nothing ever changes”. Well let me tell you this is no surprise, albeit disappointing. After years of both delivering and being an active participant in training, what stands out is the difference between those who are going to take it and run with it and those who are professionally visiting. Those that succeed in Effective Training take their participants with them on the workshops. Rather that telling them, they listen to them.
Preparing your salespeople for success is a tall order. Effective Training means your facilitator must be an expert in their portfolio of products and services. But also demonstrate credible knowledge in their customer’s industry. They also need to be prepared to work with buyers who are more sophisticated and informed than ever. Today’s buyers won’t settle for basic product information and generic sales pitches. They’re looking for a partner in the sales process. That is, someone who knows their business and understands their needs.
WHAT IS EFFECTIVE TRAINING?
An effective training program is built by following a systematic, step-by-step process. Training initiatives that stand alone (consisting of one-off events) often fail to meet organisational objectives and participant expectations. The need for effective, on-going training that can be delivered online is especially important with today’s increasingly remote workforce.
