FAQ: Who needs to be at sales training?

In order to make the most out of your training investment, it is necessary to understand which members of staff training will benefit most and should therefore make sure to attend the training session.

This includes:

1. Anyone who answers telephone calls dealing with enquiries from potential customers who want to learn more about your product or service.
2. Anyone who meets with prospects at an appointment to discuss whether the prospect should purchase the product or service.

We offer two main types of sales training for these two different situations: telephone sales training and personal sales training.

In some cases, different individuals deal with each type of situation and there is little to no overlap. For example, you may have staff answering telephone calls who never meet with prospects at an appointment. However it is also very common for sales people to need training in both telephone selling and personal sales skills.

While it may seem logical to only send individuals to each type of training if their duties include that specific kind of activity, in fact it is usually recommended for all members of staff who are involved in any kind of sales interaction to attend the training.

A single sale is likely to involve both telephone calls and appointments and there will probably be several different people involved with it at the same time. For this reason, it is important that everyone involved understands what everyone else is doing and how they play a part in the larger context.

We advise to start with our telephone sales training course as it offers the highest return on investment and the personal selling training programme builds on knowledge acquired on this course. Although your employees who meet with prospects may not be dealing with initial telephone enquiries, it is also important for them to take part in this training for the reasons discussed above.

We also recommend managers attend training, for reasons answered in this post: Do I, as the manager, need to attend the training?