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Quote "Our Association is experiencing unprecedented growth and increased sales due in large part to a more focused effort in our approach to qualifying and relationship-building with our members/clients. These improved results are a direct result - in large part - to the training and education we received from the Coffman Group this past year. Not a week goes by that we don't talk about the techniques we learned in the role playing and course instruction from Coffman/Sandler: are we taking full advantage of what we learned; are we asking the right questions; do we know if we have the decision-makers in the loop; are we willing to walk away if the transaction doesn't feel right; etc. - all excellent techniques we learned from Casey, Pete and the good folks at Coffman Group." Quote

Jeff Flora, CEO, SouthWestern Association

Corporate Sales Training Programs - Finding One that Works

With the numerous sales training programs available, it can be difficult for a sales manager or training manager to decide which program would be most effective for their business and sales force. There are many factors to consider -
from sales force diversity and culture to geographic areas to training technique that actually work and "stick".

What should a manager look for when making a decision on sales training programs?

  •  Proven record of success with a variety of industries and businesses. A long standing program that has stood the sales training programs kansas city motest of time speaks volumes to its ability to produce results.
  •  Processes and techniques should be varied. People learn differently, and sales people are no exception. There are sales people who can hear an auditory message and "get it" right away. Others may need interactive training and real-life scenarios to learn properly. Still others may prefer an online course that they can repeat, review, and revisit.
  •  Personalities, behaviors, and attitudes play a huge role in the sales process. The sales training program should address those areas from both the prospect point of view as well as the salesperson point of view.
  •  Placement of the training programs should be considered, particularly if your sales force is dispersed across a large geographic region. Is travel to a central location required or does the training provider have a network of trainers that can deliver training locally? Could online resources and webinars be used? Is there a particular time that would be best, or should the training be available at any time? 
  •  Pay attention to the reinforcement needs of the sales force. The sales training programs should have methods and techniques available so that once the "basic" training is completed; key components of the program are reviewed and reinforced.
  •  Perpetuate teamwork while still keeping that ever-present competitive nature found in sales people. Through scenarios and workshops, allow sales people to help each other by sharing their experiences and challenges. In a friendly team-oriented atmosphere the sales team can work together on key challenges and help each other outside the training sessions.
  •  Professional sales trainers who have "been there, done that" - the trainer is the critical component of the program. A highly skilled trainer who can spot challenges and address them promptly is an invaluable part of the entire process.

Sales training programs are indeed varied, but managers who pay close attention to these important factors when making a training decision will find that Sandler Training delivers on them all. Your investment should pay for itself in short order with the right training program and with Sandler you can feel confident that it will.

The Coffman Group

The Coffman Group is recognized as the sales development leader in the greater Kansas City area. Still, we're not for everyone. Let's find out together.

Want to know if Coffman Group’s proven track record of producing sustained positive improvement is what your organization needs? We invite you to pick up the phone and call us at (913) 236-9055. We’ll quickly determine if there’s a good match between your needs and our services. If there’s no match, we’ll part as friends. If it makes sense to talk further, we will.