Some sales managers love to teach and train. If they could spend all their time lecturing and facilitating workshops, they’d be in seventh heaven. Needless to say, their boss wouldn’t be quite as happy.
Other sales managers hate that training part. They love to strategize, to sell, to mentor, and to problem-solve. They love every part of the job except creating training materials and delivering them. When they ignore that part of their job, both their people and their performance suffer. They’d be smart to outsource the sales training.
But outsourcing b2b sales training isn’t the entire solution—unless the manager’s purpose is simply to “check off that training box” and be able to say his people “are trained.” The sales manager who purchases a sales training program still has an essential role to play, without which the training investment is unlikely to yield the returns everyone is looking for.
Here are five things you as sales manager must do to create Training ROI: