I’ve been involved with B2B sales training for over 30 years—ten as a trainer and twenty as a trainee—so I speak from experience about what it takes to conduct a successful training workshop.
Here’s a five-minute guide to follow that taps into resources for consultants designed to deliver training workshop success!
- Connect with workshop participants on LinkedIn prior to the workshop to allow people to get to know you.
- Give participants an advance assignment—perhaps complete an online course that helps people enter the workshop with an enhanced understanding of the material that will be covered during the workshop.
- Create and follow a checklist to make sure all your bases are covered. Download this example called The Client Engagement Critical Path Checklist and feel free to use it!
- Use a leader’s guide—a script to follow—during the workshop. Follow this link to a free sample leader’s guide to a Developing Better Valid Business Reasons training workshop.
- Always, always, always involve application assignments during the workshop that help participants connect learning with revenue development.
- Conduct a post workshop sales initiative tied to the focus of the workshop. For example; if the workshop focus is improving needs analysis skills, conduct a contest to set appointments to conduct needs analysis meetings. These meetings usually lead to cash—this improves the ROI of the training workshop significantly!
A Bonus Sales Consultant Resources Tip:
As a B2B sales consultant or trainer how are you dealing with the demand from customers to deliver fresh, new sales training and workshops? Learn how to access training materials and resources plus earn a commission via The Partner Program for sales trainers!
