When most CEOs and company owners think about salespeople, they realize that they either need more or need to train those that they already have. However, what they really need is sales training consulting, which does a lot more in the same amount of time. Primarily, you can hire one person who works as a consultant and trainer, making it a cost-effective solution for many.
What Does A Consultant Do?
A sales consultant will visit your location or whichever branch they’re helping, and they will talk to the employees, read through policies, and get a good feel for the company as a whole. They’ll discuss ways of measuring success (or failure) for both employees and managers. Likewise, they will determine who is good at closing sales, who knows enough about the products/services, and how everyone handles rejection, among others. Then, they will take all of that information and work on new policies or changes that will help everyone be more productive at their job.
What Does A Trainer Do?
Training should be done by a professional and is slightly different than coaching. The trainer you choose will offer selling techniques and teach people how to communicate effectively with other team members and customers. They may offer diverse programs based on the individual and their strengths/weaknesses.
Why Get Both With One Person?
When working with someone who can offer sales training and consulting in one, that same person gets the whole picture. Hiring a consultant is nice, but they leave you to do all the implementation. Hiring a trainer is also great, but they won’t know the inner workings of the staff. When you hire someone with sales training and consulting, they will determine what works and for whom, and will work on strengthening their weaknesses and placing them in the best position to benefit the company.
