National Sales Center

How A Top Sales Trainer Gets Results

I just read a Blog Post from a top sales trainer about top sales trainers. As a professional courtesy, sales trainers are rarely critical of each other’s work but that was not the case in this Blog post. Although names were not mentioned, this top sales trainer was critical of the entire industry and I agreed with every word.

I’ve never been shy about commenting on the lack of quality found in too many sales training programs. Some of these programs were from top sales trainers while others came from names I never heard of until I read their work. The problem is that sales training requires creativity. You can’t build a reputation for excellence if you only put new wine in an old bottle. However, creativity is tricky and creativity for the sake of creativity often misses the intended target.

Just how do you determine who should be considered a top sales trainer? Some may say it’s that group of easily recognizable names that have been around for years. I admire many of the qualities found in that group but I also have some reservations. I’m concerned if their work is still applicable in today’s word and economy. After all, some of these top sales trainers became sales trainers before the development of E Mail. That’s why I run from sales training programs on VHS tape or audio cassettes.

I use a different set of criteria to determine a trainer’s right to be considered a top sales trainer. I don’t care how entertaining the trainer is nor do I care about their perceived reputation. All I care about answering two questions,

Are the reps learning something they will use in the field?

Did the new strategies and techniques increase sales productivity?

You can’t be labeled a top sales trainer if either of the above questions is answered with a “No”.

I expect new and exciting material from a top sales trainer. The goal should be to get reps to think like a top sales pro. The top sales reps are quick thinkers and they are quick on their feet. The top sales pros have sales skills in their DNA. Only a top sales trainer can get reps to think like a top sales pro.

A top sales trainer must be a solid teacher and presenter. Most importantly, the sales training material must be crisp and the material must work to increase sales. I don’t care about sales techniques that sound good. I only care about sales techniques that are field tested and proven. That’s why my material is based on thirty years of observing top reps as they successfully operated in the field. When you are talking about a person’s career, there is no room for classroom theories.

There are many top sales trainers in this industry. Get familiar with their works and take your career to the next level.

I wish you great sales success!

Nick

Tags: Sales Training