How Soon Will Sales Training Affect My Team and My Results?
When you make the commitment to invest in staff training, you will naturally be keen to start seeing results as soon as possible. Based on past experience, our clients typically start seeing sales training results in the first week following the programme.
What results can I expect?
Depending on the type of training programme your members of staff have completed, there are several changes you may notice, both in your staff behaviour and in measurable business results.
Behavioural improvements include improved sales technique, increased productivity, a more positive attitude at work, improved communication and better teamwork. You can observe and measure improvements in your team’s behaviour by recording mystery calls and observing their technique in personal selling situations.
Conversion rate increases are also expected to occur in the weeks following training. In order to measure an increase in conversion rate, it is also important for this metric to be measured prior to training. Conversion rate may be calculated as the percentage of sales resulting from leads, the number of cold calls that turn into business leads or any other situation that could be classed as a conversion, depending on your particular business.
What is the expected improvement rate over time?
Usually, we expect the most improvement to occur in the 4-week period immediately following the training session.
Between 4 and 8 weeks, we expect results to continue increasing, but at a slower rate than in the first month.
Between 8 and 12 weeks, you can expect the rate of improvement to have levelled off, but to maintain a level that is significantly higher than it was prior to training.
If you wish to improve results even further in the long-term, we usually recommend further training, although the results may not be as dramatic as following the initial training period.
To help you to monitor your training results and improvement in your team and business objectives, we provide you with a weekly report that details and tracks improvement over time.