Category Archives: Customized Sales Training

February 2nd, 2015

You Can’t Afford Free Sales Training

free-sales-training

You Can’t Afford Free Sales Training

A client once told me that even if a competitor were to offer free sales training courseware and tools, it would not be wise to accept.

So why is free sales training not a good enough value?

The short answer is that the cost of the courseware itself is almost always the smallest piece of the overall expense for any sales training and performance intervention.

The following two categories dominate the cost of sales training and deserve greater consideration before moving forward:

Lost selling time — This is, by far, the largest and most important cost category to consider. If you take a salesperson out of the field for a material period of time, you lose sales revenue and, most importantly, it is a significant expense. It’s pure economics 101 at work, with the calculation taking into account the total average revenue per salesperson, the gross margin, the total number of selling days, and the size of the training population. Costs are large, usually very large, but the returns are even higher — if, and only if, you have a quality intervention, sales behavior changes and sales increase. Even a small gain of, say, 1% in sales performance per person post-training can provide a tremendous present value contribution, outweighing all costs by a factor of 10. Out of Pocket Costs — This is the second-largest » Continue Reading.

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July 28th, 2014

Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

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Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

In order to achieve desired training outcomes, adults have to be willing to actively participate in the training and take advantage of those opportunities for learning. People have to decide to be open and receptive to learning, and to engage in the experience. One of the biggest determinants of active disengaged participants is the relevance of the training content. Sounds simple enough, but many sales managers and training leaders fail to connect those very basic dots.

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November 6th, 2013

Customized Sales Training: Why It’s Important and How We Do It

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Customized Sales Training:  Why It’s Important and How We Do It

About a year ago, we published the results of a survey that found that customization increases the odds of a sales training initiative being effective.  This reconfirmed what we’ve believed for years and how we work with clients.  But, some buyers push back on customization, hoping to take a cheaper and easier path to success.  With this in mind, here’s a primer on why customized sales training is so important and how we do it.

Why does customization make for a better sales training program?

Clients often come to us with a particular business objective that they want to achieve, such as accelerating organic growth or growing market share.  Changing behavior is one of the paths to achieving that business objective.  To change behavior requires people to break old habits and learn the behavior.

We find that in order to really learn new behaviors and change old behaviors, you have to practice.  It is best to practice in as real-world a situation as possible so that sales reps see clearly how the training is directly applicable to them.  The training must be relevant and challenging, and this is why customization is so important.

Think about learning a new skill.  It is a leap to learn a new skill and apply it back to the real world.  You have to build that bridge for your sales reps by » Continue Reading.

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October 2nd, 2013

Video Blog: Custom Sales Training: Why is it Important?

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Video Blog – Custom Sales Training: Why is it Important?

Changing behavior within an organization is a continuous learning process that requires alignment and support for the sales reps. In order to sustain the change, sales leaders must build a bridge for reps to learn the new skills and behaviors. In this video, Andrea Grodnitzky, Senior Vice President, of Richardson’s Global Performance Solutions, offers advice about the importance of developing custom sales training and how to leverage it to help  sales reps learn, practice, and apply changing behaviors within an organization.

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February 13th, 2013

12 Business Needs for Customized Sales Training

Customized Sales Training

12 Business Needs for Customized Sales Training

In my role, I spend a lot of time surveying the sales effectiveness market, interviewing buyers, and examining and articulating the need for organizations to customize sales training. We believe that customized sales training that leverages a company’s unique strengths combined with leadership that is ready, able, and willing to support and sustain change are the essential elements for improving sales performance. This is our core business, and we want to continue to excel at it for our clients and partners. Consider our approach:

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January 30th, 2013

What Does Customized Sales Training Really Mean, and Why Does It Matter?

customized-sales-training

What Does Customized Sales Training Really Mean, and Why Does It Matter?

Amy Smalfus, Richardson Senior Instructional Designer, contributed to this article.

Last week, we won a very competitive and hard-fought deal. The difference came down to our ability to deliver a customized sales training solution for the client that fit their exact needs. Many sales training companies claim that they provide customized sales training programs, but from our experience, this ranges from superficial changes (logo and a few words) to off-the-shelf content to ground-up development. I’d like to paint a picture of what customization means to us and explain why it is so important.

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