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Don’t Accept a B2B Sales Training Job Until You Know These 2 Things

throw_away_paperIf someone throws a ball at your face, I bet you have developed a natural reaction to catch it (or try to catch it). I know I have. After nearly 20 years in the b2b sales training and consulting business, I have developed a natural reaction or reflex when a client or prospect is interested in some training.  There are two immediate questions I have:

  1. What do you want people to be better at?
  2. How will you know they have improved?

There are a variety of ways to get at this information and often, it will be beneficial to ask it a few different ways. When trying to learn what they want people to be better at, you’ll want to ask what behavior they want to change and what is prompting this desire to improve this behavior. And when it comes to how they will know if their people have improved, you need to ask how they will measure the improvement. Ask what leading indicators they will see and then what performance measures will unveil if real improvement has taken place.

Once you know what behavior you want to change and how it will be measured, you can consider what training will get the job done. You might have the perfect solution or you might need to license material from someone else—but you’ll know what content makes sense. 

Don’t let the lack of the right B2B sales training content get in your way.

To learn more about the 5 hurdles you need to clear to run a successful consulting or training firm, download our ebook called “The 5 Hurdles Every Successful Sales Consulting & Training Firm Must Clear.”

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Topics: Partner Marketing