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Fact: There are a number of challenges around instructor led training that often result in disappointment when sales results don't immediately improve:
> Too much, too fast. People can't absorb all the information.
> Most people revert to their "comfort zone" when faced with daily overload - they don't take the time to think about how to do things differently and apply what they've learned.
> Content can be generic; sales people may not make the connection about how to apply ideas to their own world.
> Improvement doesn't become part of the culture; people aren't measured and managers are often not involved.
> Training & improving skills is a once-a-year event, not an ongoing part of the job. |
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Instructor Led Training
Classes & Workshops
Most people think of classes for improving skills. Instructor led training does serve two very important goals in an overall training & development program:
- Attention is focused on the subject at hand because sales people are pulled out of the field and away from interruptions.
- Good classes generate excitement and enthusiasm.
While classes are perhaps most useful to stimulate real interest in further development, instructor led training on its own usually doesn't produce the desired increase in business results (see the sidebar at left). That's because it's very hard to get people to actually change their behavior.
The best impact can be realized through a blended training program. Instructor led classes are used to generate excitement and to open minds, while an ongoing development plan involves sales management to put key concepts into context for specific accounts and territories.
The Sales Group offers a variety of instructor led classes, and we're developing new content all the time. Since our instructional designers come from the technology industry, we can rapidly develop custom curriculums that are highly focused and relevant. Please email info@sales-group.com to explore what we can do for your organization.
We are committed to the success of our customers and combine instructor led classes with the STEP® self administered remote training curriculum in order to have maximum impact on the bottom line!
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Click here to view comments from instructor led classes |
Results from actual class evaluations:
(average overall satisfaction rated from 1 - 5)
| Atlanta, GA |
4.71 |
| Bloomington, IL |
4.87 |
| Boston, MA |
4.76 |
| Carmel, IN |
4.88 |
| Chicago, IL |
4.86 |
| Edison, NJ |
4.78 |
| Fort Lauderdale, FL |
4.91 |
| Herndon, VA |
4.86 |
| Malvern, PA |
4.89 |
| New York, NY |
4.83 |
| Norwalk, CT |
4.88 |
| Pittsburgh, PA |
4.82 |
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Instructor Led Offerings
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Consultative Selling |
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Selling to Business Leaders |
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Selling Advanced Technology |
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Selling to the Data Center |
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Territory Management |
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Selling Value |
Click on a class name to view more detail
Class descriptions are in Adobe PDF file format. Please click on the icon below to download a free Acrobat reader.
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