Sales Training Must Make Sense in
Your Sales Context & Culture
Every company operates in a marketplace that demands specific skills and competencies in sales people in order drive growth. Sales training programs, then, must be tailored to meet the needs and demands of the sales landscape a team sells in.
Though there are typical sales and leadership traits and characteristics that may be found across markets and industries, each organization must evaluate which skills need development based on the organizational strategy.
At LDK Advisory Services, we recommend adopting a holistic learning and development program for sales professionals based on their role and the context in which they sell. The program would account for a variety of methods in which to develop and hone the skills and competencies defined as crucial to the success of the sale professionals. Development programs typically include assessment, training, coaching, and mentoring and incorporate metrics for each area.
As with all of our services, we begin with an in depth discovery of the maturity level of an organization's sales professionals relative to the defined requisite skills and competencies. Next, we define the skills and competency gaps or deficiencies. Once we have defined the areas that require attention and shared that with our sales leader clients, we collaborate with them and the HR organization (where applicable) to determine the best fit learning and development strategy by role. The development strategy, once defined, will also influence the hiring process in that it will guide sales leaders around which skills and competencies are required vs. desirable.
Once the sales learning and development strategy is established, we are also able to help guide clients on the different programs that will support the strategy such as training, e-learning, coaching, mentoring and show how the programs will address the defined skill and competency gaps.
Based on our experiences with various sales training vendors and program, we can help clients in the selection of outside training partners that can be leveraged to address sale skill and competency gaps. We have spent the time to learn about the sales methodologies out there so that we can help clients determine which is the best fit for their organization. We are also able to develop a unique, customized methodology specific to a client's selling context.