The Horror Story of Training That S***ks

Just got a note from an old friend who was complaining about the sales training experience he was having in his large company.

They hired a “Positive Mental Attitude” guy who creates no value other than saying to everyone, “HEY, ISN’T IT A GREAT DAY?!!”

Do you believe there are actually trainers still around like this? Getting big bucks from companies who know no better?

Yep, there are.

Death By Powerpoint!

I heard from another past client who said the PowerPoint number for the day in sales training just eclipsed 150! Awful. Wasteful. Soulless.

Good Sales Training Components

So what should good sales training look like? Here are a few tips:

1. Detailed survey upfront about what all constituents think they need to learn and grow. It can either be positioned as “What problems do you have that we should solve?” or, “What would you like to be profoundly better at in the sales cycle?”
2. Detailed Curriculum Plan laid out so everyone knows what to expect. It doesn’t have to be ‘down to the minute’ but everyone should know before the event begins.
3. Attention to each participant. How will each participant interact with the trainer? (There should be a chance for that). If you’re not giving your team a chance to ask private questions of the trainer, then they aren’t getting much.
4. Role Playing – and other learning vehicles. Even on phone calls, role playing should be used. It’s the best way for the trainer to know what work needs to be done.
5. Lessons Learned. At the end of EACH section of training, the trainer must leave time to discover what lessons each person learned. To not do this sucks the life out of the learner.
6. End of Day Lessons. Everyone should leave an event with a to-do list of things to take back to the field and try.
7. Survey. There should be a post-event survey so the trainer can learn what worked and what didn’t. If your trainer doesn’t do this–or doesn’t verbally check back in to see how it went– find another one. He probably doesn’t care–as long as your check cleared.

Sales training might be exactly what your team needs right now. But don’t blow it by bringing in a clown.