| The goal to increase sales is within the majority | | | | training provider unless it is a national seminar |
| of all strategic plans. Sales skill sets need to keep | | | | series. The lower investments of $50 to $200 |
| pace with this high-tech and global economy. This | | | | allow the participants to determine if this sales |
| is probably one reason why sales education and | | | | training information and approach works for them |
| training are so prevalent from the Internet to | | | | and for their businesses. However, this solution |
| business journals. | | | | may not be viable if you are seeking sustainable |
| If you as a small business owner or corporate | | | | results or have other issues such as multiple |
| executive are looking fcr some sales education | | | | locations in different states. |
| and training, there are 3 simple factors that need | | | | Off site 3 day workshops may provide a lot of |
| to be considered. These are money, time and | | | | content and may be delivered by exceptional |
| results. Each factor needs to be reviewed | | | | trainers or facilitators. However, is the goal |
| separately and collectively to determine the best | | | | content or retention? Research suggests multiple |
| sales training solution to increase your sales. | | | | exposures to the same learning objective increase |
| Remember: Any decision needs to be aligned to | | | | cognitive retention up to at least 60%. One time |
| the short and long term goals within your | | | | exposure (traditional sales training) to that same |
| strategic plan. | | | | learning objective reduces long term retention to |
| | | | just 2% after 16 days. |
| 1. Money: Much of the sales training ranges from | | | | Weekly 2 hour to 3 hour long training sessions |
| the half day (4 hours), $50 seminars to the off | | | | delivered over the course of 10 to 12 weeks |
| site 3 day (18 hours) $1,500 workshops to the | | | | (non-traditional training) strengthen cognitive |
| onsite 5 day (30 hour) or 10 weekly 3 hour | | | | retention and performance improvement by |
| sessions for $2,000. | | | | allowing opportunities for practice between |
| 2. Time: Is the time invested enough for the | | | | sessions. These sessions should also be aligned to |
| results desired? As a former corporate | | | | your strategic plan and should include ongoing |
| salesperson and now a business coach, I am | | | | reinforcement such as executive coaching. |
| continually surprised that management believes a | | | | Only after reviewing all factors separately and |
| 4 hour seminar to an 18 3 day workshop will | | | | together can you as a business owner, |
| change 10 to 30 years of previous experiences. | | | | entrepreneur or corporate executive truly |
| 3. Results: What results do you desire from the | | | | determine the best cost. Remember the best |
| sales education and training? This is the desired | | | | cost should deliver the highest return on |
| end and should be weighted more than the other | | | | investment and be sustainable so that you will not |
| 2 factors. | | | | have to experience those frequent and expensive |
| For example, local half day or full day workshops | | | | re-dos that drain your Kash Box for Sustainable |
| provide an opportunity to get to know the sales | | | | Change. |