Sales Training Workshops

Sales Training Workshops

Sales performance improvement doesn't just magically happen following sales training. If you're serious about sales improvement then you should know how sales training can help, it's limitations, and how to actually make it work...
Sales Training Workshops

One-off sales training workshops may help improve performance of strong self-directed learners. But people who are disciplined to apply learning consistently and accurately to the job are rare. And so one-off training sessions rarely provide the 'silver bullet' many buyers hope for.

Sales increase when performance improves consistently. This requires 'building the muscle'.And no one ever built a muscle from one session in the gym.

One-off workshops have specific benefits listed below. But if you're serious about improved sales performance it's important that you understand their limitations, also listed below.

Further down the page are some questions you should be considering too and typical challenges we address in our workshops and programs.

If you would like guidance on what would work best for your business please get in touch

Workshops are good for:

  • Sharing challenges, ideas and group learning
  • Exploring tools and techniques
  • Practicing in pairs or small groups
  • Group problem solving of sales challenges
  • Enhancing relationships internally
  • Creating energy around the learning experience
  • Getting team alignment
  • Knowledge sharing
  • Kickstarting an ongoing sales performance improvement program
Scroll down to learn about the limitations of sales training workshops.
Sales training workshops pros
Improvement
Sales training workshops cons
No improvement

Workshops are not so good for:

  • Expecting to see improved behaviours/performance (unless supported longer term)
  • Tailoring solutions to each individual's needs
  • Changing mindsets
  • Developing skills that stick
  • Ensuring retention, recall and application of techniques
  • Ensuring a positive learning experience for all if one or two people aren't co-operating
  • Ensuring correct application to the job (when learning new skills how often do people get it right first time?)
  • Continuous sales performance improvement (expect a temporary blip unless you have further support arranged)
Note: if these limitations are undesirable, you will likely need something beyond just one-off sales training workshops. If you contact us we can help you make a suitable decision based on what you're hoping to achieve.

"If you want to teach, to change minds or to cause action, a consistent curriculum is always better than a single event. Drip by drip, with enrollment" - Seth Godin

Questions you should ask yourself

  • If my salespeople were leaving customers less than fully satisfied, would I know about it?

    What experience are your customers really getting?

    As a customer yourself how often do salespeople leave you feeling a bit frustrated? How often do you feel that they don't fully understand you, and when do you begin to lose patience and trust that they'll add value?

    If you think it's common for you to feel like this, then consider how many other customers speak to the same salesperson and feel the same.


    Does the manager know?

    It's also worth asking how often the salesperson's manager knows about the conversational experience the customers are really getting, how it makes the customer feel, and the real reasons why the customer ends up going elsewhere.

    The true cost of the problem is hard to quantify because managers aren't usually aware of lost opportunities and why they were lost.

    Unfortunately, it's common for salespeople to provide a less than satisfactory service.

    The big question is, how likely is it that your salespeople are the exception to this?


    How they could be

    Do your customers respect your salespeople and trust that your salespeople are doing all they can to improve the customer's business?

    Are your salespeople the obvious go-to advisors in your space? Do they explore where value lies for each of their customers and introduce solutions appropriately?

    And are you absolutely sure?

    This free download can help you identify what further impact your sales team could be making - download "Your Sales Reach" here.


    Improve the right behaviours

    This is worth your consideration and is perhaps a conversation worth picking up either with your colleagues or with us.

    Get in touch (click here) with us if you'd like to explore how your salespeople are actually doing (not the 'hits' that you know about but the misses that you don't) and where you might find immediate improvement.

    You might also find our free resource "The One Sales Thing" (click here) useful to help you prioritise your efforts to improve performance.

  • Am I intent on a 'sales training workshop' or do I actually want improved sales performance/results?
  • Do I want one shift or continuous sales performance improvement?
  • How self-driven and self-directed are my team to learn and improve?
  • Will everyone attending add value to the solution?
  • Will we be trained on up to date techniques that work?

Typical challenges we address in our sales training workshops

  • How to accelerate your sales learning
  • Start developing a strong sales mindset
  • Understanding real value to your customers
  • Business principles that help you sell
  • How to spot, create and convert opportunities
  • Opening the right doors
  • "The knowledge" - your must-know info to sell
  • Differentiating and maximising your value
  • Building high-trust relationships and conversations
  • Identifying buying-drivers
  • Creating appropriate buying-tension
  • Knowing what questions to ask
  • Building real value and maximising the win:win
  • Presenting attractive options and solutions
  • Helping buyers think and make high-value decisions
  • How to avoid making the most common mistakes

Our sales training workshops are...

  • tailored following a diagnostic process with you
  • bite-sized workshops to half or full-day sessions
  • delivered by Mark Moore unless otherwise agreed
  • delivered at a location of your choice
  • designed to suit your budget (we have other solutions to suit almost any budget - get in touch for more)
Mark Moore

Mark Moore

Director
Since 2003 Mark has facilitated workshops for businesses of all sizes including top global corporates through to smaller businesses. He switches a 'training' focus for helping people to learn and apply high-impact approaches that increase their value fast. Read more.

Client Comments

The true cost of average sales performance

  • How many opportunities are your sales people missing?

    Not spotted

    Consider how many existing opportunities are being missed by your salespeople.

    That's customers who are looking to buy a solution that you can provide. But your salespeople fail to connect with them and convince them and so the customer goes elsewhere.


    Not created

    Now add to that how many overlooked opportunities are not being created by your salespeople.

    That's where your salespeople could identify opportunities to add value that would make the customer better off than they would be hanging on to their money (ie. better off than keeping the status quo).


    Not effectively progressed and converted

    Further, add to that how many opportunities are in your pipeline but not being handled and managed as well as they could be. These sometimes begin to stagnate and the customer decides to go with an alternative option.

    Most businesses should see missed opportunities in all three.

    I wonder what missed opportunities are costing you?

    This free download can help you get closer to seeing how much more impact your sales team could be making on your business, given the right support. Download "Your Sales Reach" here.

  • What's the true cost of that?
  • Where is the leak?
  • Why sales improvement only comes when we all lift
  • Why setting the ball rolling early makes a big difference

Get in Touch Now

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It's our job to help you get the best result you can for your investment, so get in touch and we can help you tackle sales improvement the right way.