Smart Buyer: sales training

Welcome to the Smart Buyer guide on sales training, providing the latest top tips, case studies and expert guidance.

Sales training, especially for beginners, starts with the premise that anyone with the right potential, attitude and intellect can sell if they are given appropriate training, mentoring and support.

Often sales training is underpinned by a methodology, a process or even a system – and you will need to get to grips with that to understand what the training is trying to achieve. It is important to choose sales training that addresses the issues specific to your organisation and the needs of each person individually. Our guide helps you…

Sales training

Sales training overview
What questions should you ask your sales managers before planning training?

Types of sales training
We advise on skills to match the activities that matter to sales teams in the markets in which they operate.

Supplier selection
Ten top tips for initial supplier selection.

The cost
We discuss what you should expect to be paying for your training.

Ensuring training success
Those responsible for sales training need to set out evaluation measures and criteria and follow-up action – we offer 10 tips for training success.

Are you missing Business Critical data that could bring you the greatest return?
Salesassessment.com explain how to understand the Business Critical data on People and Talent to facilitate a significant leap in increased revenue generation.

TRAINING

• Training overview
• Four step guide to planning your training, learning and development
• Supplier selection
• Payment, ownership and major UK suppliers
• How to get staff buy-in for training
• How to tell if training was effective and well delivered
• Face-to-face or e-learning?
• Getting performance management to work for you (VIDEO)
• Managing people’s performance – fact or fiction?
• Case study: Working Sm@rt at Pepsi QTG 

E-LEARNING

• E-learning overview
• Reasons to implement e-learning
• Supplier selection
• Training content
• Mobile training
• Case study: Online training creation for professional bodies
• A new perspective on e-learning: online learning that works 

LEADERSHIP TRAINING

• Overview
• Supplier selection
• Selecting delegates
• Course content

Find out more about the Leadership Training Smart Buyer guide

MANAGEMENT TRAINING

• Overview
• Supplier selection
• The course – delegates and content
• The cost
• A question of evidence: behaviour-based interviews (VIDEO)
• Making appraisals work

IT TRAINING

• Overview
• Supplier selection
• Potential e-learning issues
• John Lewis case study
• The cost