{"id":11091,"date":"2016-06-23T19:31:02","date_gmt":"2016-06-23T19:31:02","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-hire-sales-trainer\/"},"modified":"2022-10-18T15:58:14","modified_gmt":"2022-10-18T15:58:14","slug":"how-hire-sales-trainer","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/how-hire-sales-trainer\/","title":{"rendered":"How to Hire a Sales Trainer"},"content":{"rendered":"\n<p>Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he\u2019s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great salesman. Instead, take it from a company that delivered sales training for over a million salespeople worldwide. Here is what you should consider.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/how-hire-sales-trainer\/#Here_are_some_reasons_why_you_DONT_need_sales_training\" >Here are some reasons why you DON\u2019T need sales training:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/how-hire-sales-trainer\/#For_example_does_your_sales_trainer\" >For example, does your sales trainer:<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Here_are_some_reasons_why_you_DONT_need_sales_training\"><\/span><strong>Here are some reasons why you DON\u2019T need sales training:<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>You have a well-defined prospecting plan and your people execute it consistently.<\/li><li>Once in front of a prospect, your people have a systematic approach to qualifying the opportunity, and can predict its probability of turning into real business.<\/li><li>The ratio of proposals to closed deals is 80% or better.<\/li><li>There are very few \u201cthink-it-overs,\u201d meaning your team gets decisions from prospects and very few undecideds that linger for 90 days or more.<\/li><li>When your salespeople return from a sales call they can tell you exactly what happened, i.e. why the prospect\u2019s buying, their budget, decision-making process, and what the next step is going to be.<\/li><li>There are no back-outs, charge-backs, or buyers calling with buyers\u2019 remorse to cancel \u2013 what\u2019s sold is sold.<\/li><\/ul>\n\n\n\n<p>If you think you DO need some outside training here are a few thoughts on selecting a trainer.&nbsp;In your meeting with the prospective trainer, is he doing things that you wish your people could\/would do?<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"For_example_does_your_sales_trainer\"><\/span><strong>For example, does your sales trainer:<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Do most of the talking or does he get you talking? The best salespeople do less than thirty percent of the talking.<\/li><li>Set a mutually agreed upon agenda for the meeting, one that you helped determine?<\/li><li>Have a methodical process of uncovering your needs, diagnosing your problems, and coming up with solutions that fit?<\/li><li>Make you feel comfortable with the questioning methods used \u2013 not too aggressive, not too weak, but probing beyond the surface issues?<\/li><li>Help you realize aspects of the situation that you had not previously considered?<\/li><li>Keep the sales process moving towards a decision? Does he deal effectively with stalls and think-it-overs?<\/li><\/ul>\n\n\n\n<p>The best opportunity you\u2019ll have to see if the training is a fit for you and your company is when that trainer is selling to you. If you like what he is doing and you\u2019re thinking, \u201cI wish my people could do this,\u201d then maybe you have the right guy. If you\u2019re thinking, \u201cThis guy is using all the same failed tactics that my people are using,\u201d perhaps you should pass on his services.<\/p>\n\n\n\n<p>Do you need training? I\u2019m not sure, only you can decide that. But if you hire trainer, make sure he sells the way you want your people to sell.<\/p>\n\n\n\n<p><strong>You may also like our free whitepaper:&nbsp;<\/strong><a href=\"https:\/\/reports.sandler.com\/hiring-sales-manager-social\/\"><strong>4 Tips When Hiring a Winning Sales Manager<\/strong><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he\u2019s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11092,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035,1137],"class_list":["post-11091","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management","tag-sales-training"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Hire a Sales Trainer | Sandler Training<\/title>\n<meta name=\"description\" content=\"Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he\u2019s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great salesman. Instead, take it from a company that delivered sales training for over a million salespeople\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/how-hire-sales-trainer\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Hire a Sales Trainer | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he\u2019s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great salesman. 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