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.
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.