What is the problem?

In our experience most companies don’t invest enough time and effort in training and developing their sales team. Companies that do invest in training and development don’t always get best value from their investment. This is because:

• Training not personalised to the business
• Training is not linked to business objectives
• There is no clear training strategy
• Insufficient time is spent planning the training
• Delegates are unsure why they are being trained
• Training is not followed up effectively
• Training effectiveness is not measured

In other words training, if it happens at all, becomes a series of one-off events that can, realistically, only produce short term results.

Why does this happen?

It can happen for a number of reasons. Investing in training can be expensive and is often looked upon as a business cost rather than a marketing spend. Also, sales directors and sales managers are busy people with lots of objectives to achieve and problems to solve. Training the team can end up low on their priority list.

Sales directors and managers tend not to be training experts. Their strengths lie elsewhere. This means they can lack the confidence or the skills to train and coach the team along with all their other responsibilities.

Our experience is that sales training produces improved results. The real issue is how we keep those results coming in. We believe we have the solution. We call it the Sales Training Contract.

How it works

The Sales Training Contract gives you access to a skilled sales training consultant for an agreed number of days per annum. Once we have agreed the number of days appropriate to your business, we sit down with you and agree your sales training strategy for the year. We will then write you a sales training plan, which reflects the issues affecting your business and puts together a plan of action, dedicated to helping you achieve better sales results.

You pay us monthly, by Direct debit, or BACS making it easy to plan and budget for your training needs.

There are many ways in which you can get best value from having access to your personal sales consultant. You can use them for:

• Sales training. We can deliver training for your team. We have 13 training courses that cover all aspects of sales and sales management. These can be personalised to meet the needs of your team and your business
• Coaching. We can spend time with individual team members giving one-to- one coaching to ensure they continue to develop their skills
• Team meetings. We can help you run more effective team meetings by running the meeting or providing training content for part of the meeting
• Telephone and e-mail contact. We are available by phone and e-mail to discuss specific issues as part of the overall agreement
• Recruitment and selection. We can advise you on how to recruit and select the best people and help you interview potential candidates
• Sales and marketing strategy. We can give advice on how to get the most for your business by having the right sales and marketing strategy in place
• Senior management coaching. We can work with senior managers and directors for whom formal training might not be the best approach. A more bespoke coaching relationship is often more appropriate
• Negotiation and presentation planning. Where there is a specific negotiation about to take place, or an important sales call we can give back up, advice and coaching to improve your chances of success
• Performance appraisal and succession planning. We can test and appraise the potential and performance of individual members of the team, using psychometric testing and other methods, to help you appraise and plan for the future

How much does it cost?

Our standard rates are published on our website. We charge £1,600 per day for training and £950 a day for planning, familiarisation and coaching (PFC). With the Sales Training Contract you commit to a number of days per year when you can use our range of services.

By committing to the Sales Training Contract we can offer substantially discounted rates while giving the same high levels of personal service our clients demand and deserve.

So for example, if you commit to 12 days, consisting of 4 training days and 8 PFC days the total cost to your business is £8,700, or £725 per month, saving you £5,300 on our usual rates

Here are the rates:

What next?

The next stage is to arrange a meeting to discuss the sales training contract in more detail. We feel confident that it will make a significant difference to the performance of your sales team.

Your next move is to contact Frank Atkinson,
Sales and Marketing Director

The Sales Training Consultancy Ltd.

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(01904) 769337