Sales training: ensuring training success

The most obvious sign of a positive outcome to sales training is a rise in the number and/or value of sales won by delegates afterwards.

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However, in hard markets this may not be appropriate – standing still could be a win in itself. Therefore, those responsible for sales training need to set out evaluation measures and criteria and follow-up action.

10 tips for training success

• Get line manager buy-in
• Find out what outcomes line managers expect
• Brief delegates (well) beforehand and find out what they expect from the training
• Include relevant expectations in the brief to trainers
• Assess what the training is expected to do in terms of changing behaviours, techniques or levels of knowledge – this will help set some relevant benchmarks
• Share this with the trainers
• Include some pre-work
• Go through “happy sheets” immediately after the event with the trainer
• Agree follow-up actions with line managers that will reinforce training
• Have line managers coach delegates post-course to ensure improvements are maintained.