Growing a B2B sales training and consulting business is a challenge for most people in this line of work for many reasons. Without growth, many go out of business. One of the reasons growth is a challenge has roots in a dilemma because trainers and consultants find themselves choosing between:
Spending time with customers
or
Spending time developing new sales training resources
Here are five things B2B sales trainers and consultants do to expand resources to stay on the upside of the growth cycle:
- Hire and pay an external source to develop training resources—this makes sense if the technical expertise required to develop training is beyond a firm’s scope (like developing an online course)
- Employ and pay an internal source to develop training resources—this makes sense if the funds and the personnel are available
- Block time on the calendar and just do it—maintaining a proper balance between this activity and serving customers is important
- Develop a plan to modify the delivery method of existing training and consulting service using technology to minimize time on the road—using technology like GoToMeeting, GoToWebinar and Join.me combined with quality distance meetings is a great way to save time that can be used to develop new training resources
- Engage in a partner program and earn a commission while using training resources from a reputable source—this is a win-win option (expand training resources and earn cash)
Many partner programs are available for B2B sales trainers and consultants. Here are some options and links to information on each:
To learn more tips on how to run a successful B2B sales training and consulting company check out this free ebook: The 5 Hurdles Every Successful Sales Consulting & Training Firm Must Clear
