If you are shopping for a sales training program, and you’re not sure what criteria you ought to consider, let me recommend a great resource.
After all, better real-world results are what you actually want, right? When you evaluate sales training courses, the question that really matters is this: How do you know that the sales skills your reps are learning in the sales training program they attend will serve them any better than whatever they’re doing now?
Most of your salespeople probably have read books and attended other courses about how to sell. So where’s the evidence that this particular sales training course—and any sales coaching support that goes with it—will pay off in the form of tangible business results?
If you ask most sales training suppliers for objective evidence to back up their claims about a program’s virtues or its impact on business results, they will answer evasively and then change the subject.
Some of us really can prove it
But I love it when I’m asked to support my contention that salespeople who certify in Action Selling will make more money for themselves and their companies. Why? Because I can.
An independent study by The Aberdeen Group, an international research firm with U.S. headquarters in Boston, verified that salespeople trained in Action Selling—and their companies—reported dramatic year-over-year improvements in every sales-results category that matters. They hit quotas more often. They landed bigger deals. Their customer retention rates soared. And their sales cycles speeded up.
To say these gains were dramatic is putting it mildly. For instance, companies trained in Action Selling saw their salespeople’s average deal size go up from the previous year 79% more frequently than companies that did not use Action Selling. And more than twice as many Action Selling companies saw customer-retention rates rise.
That is solid, objective evidence that Action Selling teaches the right sales skills—and teaches them in a way that ensures the skills get mastered and then used on the job.
For information about how to improve sales skills and make sales training pay huge dividends, contact Action Selling at (800) 232-3485.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).