Any good executive or manager will know that there is never a ‘one glove fits all’ route to success. Every business is different. Those differences and idiosyncrasies require tailored approaches. So if you want to train your sales team and sales managers in advanced selling skills, you’re going to need a training approach tailored by a good sales coach.
So, for that reason, there is no overall ‘best type’ of sales training for industries; however, there is a ‘best type’ of training for a business in a particular time and place. Training in sales management and sales can be delivered through a number of different means. Firstly, there’s the classic: classroom training. Over the years, many have pushed classroom training to the side in favour of utilising new and emerging technologies. For this reason, the disadvantages of classroom training have cast shadow over its advantages. Sure, you do have to pull employees from their workplace (reducing productivity) and, yes, it isn’t hands-on training, but it also features that crucial ‘human’ element that is often missing from technology-based solutions. As it often involves learning in a group setting, it increases peer-to-peer learning which, in turn, reinforces the training amongst the workforce. Classroom settings can include a variety of training techniques. Instead of having a trainer or coach just standing and pointing at a projected image or a flip chart all day, it can include interactive workshops relating to improving the skills and deal closing of your sales team.
However, there are also other ways to do this too. On-site training and coaching has the advantages that comes from learning with a human element, but it also allows the training to be shaped around an employee’s schedule. A coach can either work alongside a team or they can work on a 1:1 basis. The latter of which is preferable when it comes to training sales management figures or influencers within your wider sales staff. With that being said, there are other ways to utilise 1: 1 on training in a way that isn’t on-site. The likes of telephone or virtual coaching have grown over the past few decades. The former of these two is now starting to fold into the second category due to the wide availability of VoIP (Voice of Internet Protocol). Instead of exchanging protracted emails and text, a coach can talk to the individual while guiding them through interactive training on their computer screen. Using software such as Skype can even take this one step further by allowing face-to-face interaction during these real-time sessions. This is particularly useful if your company utilises a remote workforce and requires a coach to be decentralised. So, as you can see, there is no ‘best way’ to train advanced selling skills.
The best type of sales and sales management training, and the best way to deliver that training, is contextual and specific to an organisation’s needs. A great sales management coach, with experience in delivering advanced selling skills, should be able to help identify and deliver the right type of training for your organisation.