Did you know that, 74% of all sales reps do not have a business degree? Or,
61% of sales reps do not have the intention to work in sales?
Does not sound encouraging, does it?
These statistics begs to ask the ask question – Are sales seminars worth it?
Well, here’s another finding from the survey conducted by TaskDrive –
Reason
353% is the ROI for sales training! Yes Three Hundred and Fifty Three percent.
Because sales jobs are usually more in number and have fewer entry barriers, most people get into sales, quite accidentally.
It takes them about 3-6 months to figure out if they can make it here and usually about 30% of them leave. This sets the company back by at least 3 months in terms of money, time and resources to find the replacement.
Of course, there is no guarantee the next sales rep won’t leave in 3 months either.
This is where a good sales on-boarding program or sales training program can make a difference, both to the sales rep and the company.
A good, well planned intervention at this critical juncture in the form a sales training will benefit the sales rep with ready-made knowledge & skills to succeed and have a great start to his career.
The company on the other hand benefits by having more confident sales reps representing them in the market and deliver results quicker due to shortened learning curve.
A Google search for “sales training companies in India” will throw up hundreds of results on the page, each sounding better than the other.
You should know that companies showing up on the 1st page of Google search only means, that the company is very good, in SEO (Search Engine Optimisation) and not necessarily, the best in sales training.
And who will decide- which is the best sales training company in India?
There are several national and international corporate sales training companies in India.
How will you decide among Catalyst’s Collaborative Selling Vs Huthwaite’s SPIN Selling Vs Sandler Selling Vs Richardson Selling Models?
I am an excellence awardee in National Institute of Sale’s 2 Year PG Diploma in Sales, have trained over 32,000 sales professionals from 8 countries.
I will list out 5 top sales companies in India. But I don’t want you to take my word for it.
I want you to ask this question to yourself first – How will I know which is the best sales training in India for me?
So, first, I will list out the top 5 questions you should ask the representative from the sales training companies you will finally short list.
Their answers will help you choose the right sales training partner for your company.
Top 5 questions to ask sales training companies in India:
- How many days will you spend to understand our product and customise the training?
The answer you are looking for is at least 0.5 to 1:1. This means half a day to 1 day of preparation for every training day.
There are companies who invest just a few hours and there are companies who invest 1 to 4 days in preparation at client’s office, for every day of training. That is the level of customization available at no extra cost.
Why this question is important?
Most companies have international sales models which are very good but they leave it to the sales reps to internalize it to their unique product or selling scenario.
Only the cream of the sales people, about 20%, will really benefit from this. 80% of them will be left with a great tool without knowing how to use it in the field.
2. Does your company offer mystery shopping or Sales Process audit services?
This one question can help you separate the grain from the chaff.
Mystery shopping is where someone poses as a customer, meets or interacts with the sales reps and report on the quality of sales information provided by the client’s sales reps or that of their competition.
Why this question is important?
Most sales trainers are likely to have been away from the field for a long time because they are now in training. Hence, may not be in touch with on ground reality today.
But if the company or more importantly, the sales trainer is involved in mystery shopping, sales process, competition mapping studies etc, you can be sure your sales reps are getting the very best.
3. Tell us about SPIN selling technique.
The answer you are looking for is – SPIN is the first researched selling technique, invented in the early 80s. SPIN stands for Situation, Problem. Implication & Need-Payoff Questions.
Not knowing what is SPIN by a sales training company is like an architect not knowing North, South, East and West directions.
Why this question is important?
Huthwaite’s SPIN was the first, real proof that the art of selling can be studied as a science and use the knowledge for sales training.
This work was carried out for 10 years during the 70s and 80s, 23,000 sales calls, 10,000 sales people in 23 countries.
They studied 113 behaviors and zeroed in on 13 of them that determined sales success.
Most modern day sales models are either off-shoots inspired or have some reference to the SPIN technique. If the representative from any of sales training companies doesn’t know SPIN, you are better of telling them, no thanks.
Now that you know how to select the best sales training company, let’s proceed further and explore.
To Read The Article SALES PROCESS: A Step-by-Step Guide to Closing Sales Faster, CLICK HERE
5 best sales training companies in India:
1. Value Pro Learning
New Delhi based company is Huthwaite’s International’s India franchisee for SPIN sales training.
Contact Information: http://www.valueprolearning.com/
2. Sandler Selling System
The Sandler Selling System, developed in 1967 by David Sandler, focuses on having sales reps act as a consultant rather than a pushy salesperson.
Contact Information: https://www.sandler.com/
3. Mercuri International
Headquartered in Stockholm, with an office in Bangalore have full time trainers in Bangalore, Chennai, Mumbai, Pune & Delhi.
Contact Information: https://www.mercuriindia.com/
4. TalSuccess
TalSuccess is based in Noida and the Indian franchisee for delivering sales training and performance improvement programs of Richardson Sales Performance in India since 2021.
Contact Information: https://talsuccess.com/
5. Catalyst Training Services
Based in Bangalore this 20 year old company caters to the entire Indian Sub-continent. It offers Collaborative Selling System, which is benchmarked against the world’s leading sales methodologies.
Contact information: www.catalystnow.in
CONCLUSION: When you have access to the very best in the world, you should settle for nothing less. Even Multi-national giants like KFC, McDonalds customise their menu based on the Indian audience.
Mc Donalds now offer butter chicken, butter paneer burgers and KFC offers Biryani Buckets and not just chicken and fries, like they do in most other parts of the world.
You are lucky enough to have so many national and international brands offering the best sales training in India.
But, choosing the right one for your company will be more crucial.
I hope the 3 Questions about Customisation, Mystery Shopping and Sales Research help you make the right decision.
Which selection criteria did you like the most?
Would you like to include any other selection criteria?
Do comment below and let me know.