What Should Your Sales Training Cost in Terms of Money, Time and Results?
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What Should Your Sales Training Cost in Terms of Money, Time and Results?
If you as a small business owner or corporate executive are considering some sales education and training, there are 3 simple factors. These are money, time and results. Each factor needs to be reviewed separately and collectively to determine the best sales training solution to increase your sales. Remember: Any decision needs to be aligned to the short and long term goals within your strategic plan.
1. Money - Much of the sales training ranges from the half day (4 hours), $50 seminars to the off site 3 day (18 hours) $1,500 workshops to the onsite 5 day (30 hour) or 10 weekly 3 hour sessions for $2,000.
2. Time - Is the time invested enough for the results desired? As a former corporate salesperson and now a business coach, I am continually surprised that management believes a 4 hour seminar to a 3 day workshop will change 10 to 30 years of previous experiences.
3. Results - What results do you desire from the sales education and training? This is the desired end and should be weighted more than the other 2 factors.
For example, local half day or full day workshops provide an opportunity to get to know the sales training provider unless it is a national seminar series. The lower investments of $50 to $200 allow the participants to determine if this sales training information and approach works for them and for their businesses. However, this solution may not be viable if you are seeking sustainable results.
Off site 3 day workshops may provide a lot of content and may be delivered by exceptional trainers or facilitators. However is the goal content or retention? Research suggests multiple exposures to the same learning objective increase cognitive retention up to at least 60%. One time exposure to that same learning objective reduces long term retention to just 2% after 16 days.
Weekly 2 hour to 3 hour long training sessions delivered over the course of 10 to 12 weeks strengthen cognitive retention and performance improvement by allowing opportunities for practice between sessions. These sessions should also be aligned to your strategic plan and should include ongoing reinforcement such as executive coaching.
Only after reviewing all factors separately and together can you as a business owner, entrepreneur or corporate executive truly determine the best cost. Remember the best cost should deliver the highest return on investment and be sustainable so that you will not have to experience those frequent and expensive Re-Dos.
What Should Your Sales Training Cost in Terms of Money Time and Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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The goal to increase sales is within the majority of all strategic plans. Sales skill sets need to keep pace with this high-tech and global economy. This is probably one reason why sales education and training are so prevalent from the Internet to business journals.
If you as a small business owner or corporate executive are considering some sales education and training, there are 3 simple factors. These are money, time and results. Each factor needs to be reviewed separately and collectively to determine the best sales training solution to increase your sales. Remember: Any decision needs to be aligned to the short and long term goals within your strategic plan.
1. Money - Much of the sales training ranges from the half day (4 hours), $50 seminars to the off site 3 day (18 hours) $1,500 workshops to the onsite 5 day (30 hour) or 10 weekly 3 hour sessions for $2,000.
2. Time - Is the time invested enough for the results desired? As a former corporate salesperson and now a business coach, I am continually surprised that management believes a 4 hour seminar to a 3 day workshop will change 10 to 30 years of previous experiences.
3. Results - What results do you desire from the sales education and training? This is the desired end and should be weighted more than the other 2 factors.
For example, local half day or full day workshops provide an opportunity to get to know the sales training provider unless it is a national seminar series. The lower investments of $50 to $200 allow the participants to determine if this sales training information and approach works for them and for their businesses. However, this solution may not be viable if you are seeking sustainable results.
Off site 3 day workshops may provide a lot of content and may be delivered by exceptional trainers or facilitators. However is the goal content or retention? Research suggests multiple exposures to the same learning objective increase cognitive retention up to at least 60%. One time exposure to that same learning objective reduces long term retention to just 2% after 16 days.
Weekly 2 hour to 3 hour long training sessions delivered over the course of 10 to 12 weeks strengthen cognitive retention and performance improvement by allowing opportunities for practice between sessions. These sessions should also be aligned to your strategic plan and should include ongoing reinforcement such as executive coaching.
Only after reviewing all factors separately and together can you as a business owner, entrepreneur or corporate executive truly determine the best cost. Remember the best cost should deliver the highest return on investment and be sustainable so that you will not have to experience those frequent and expensive Re-Dos.
What Should Your Sales Training Cost in Terms of Money Time and Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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