{"id":17389,"date":"2023-11-10T00:00:53","date_gmt":"2023-11-10T00:00:53","guid":{"rendered":"https:\/\/www.sandler.com\/?p=17389"},"modified":"2023-11-09T16:39:16","modified_gmt":"2023-11-09T16:39:16","slug":"hidden-costs-diy-sales-training","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/hidden-costs-diy-sales-training\/","title":{"rendered":"The Hidden Costs of DIY Sales Training"},"content":{"rendered":"<p><span data-contrast=\"auto\">So, you&#8217;re thinking of building your own sales training program? You&#8217;ve got a cup of coffee, your best flowchart software open,<\/span> maybe even ChatGPT<span data-contrast=\"auto\"> and a twinkle of ambition in your eye. But hang on a second, before you become the Picasso of PowerPoints and the Shakespeare of Sales Scripts. <\/span><\/p>\n<p><span data-contrast=\"auto\">Let&#8217;s talk about the numbers and logistics of putting it all together. It&#8217;s like assembling IKEA furniture; you don&#8217;t want to get halfway through only to realize you needed a specialized tool you don&#8217;t own.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\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\/hidden-costs-diy-sales-training\/#The_Financial_Investment_in_Development\" >The Financial Investment in Development\u00a0<\/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\/hidden-costs-diy-sales-training\/#The_Sandler_Advantage\" >The Sandler Advantage\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/hidden-costs-diy-sales-training\/#The_Challenge\" >The Challenge\u00a0<\/a><\/li><\/ul><\/nav><\/div>\n<h3 aria-level=\"1\"><span class=\"ez-toc-section\" id=\"The_Financial_Investment_in_Development\"><\/span><span data-contrast=\"none\">The Financial Investment in Development<\/span><span data-ccp-props=\"{&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:0,&quot;335559740&quot;:259}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-contrast=\"auto\">Creating an in-house sales training program is not a &#8220;buy some markers and a whiteboard&#8221; sort of deal. For an enterprise organization, costs could easily reach into the hundreds of thousands, if not millions, when you consider the following:<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Needs Analysis &amp; <\/span><\/b><b><span data-contrast=\"auto\">Curriculum Development:<\/span><\/b><span data-contrast=\"auto\"> Just the planning stage could cost you $50,000 to $100,000.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Content Creation:<\/span><\/b><span data-contrast=\"auto\"> Think PowerPoints, workbooks, etc., costing around $100,000 to $250,000.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Instructors:<\/span><\/b><span data-contrast=\"auto\"> They don&#8217;t work for free. Factor in another $100,000 or more annually per instructor.<\/span><span data-contrast=\"auto\"> Most top tier facilitators <\/span><span data-contrast=\"auto\">have a daily rate of $3000-5000.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Video production:<\/span><\/b><span data-contrast=\"auto\"> Video isn&#8217;t cheap; we&#8217;re talking $5,000 to $10,000 per minute for quality content.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Role-Plays and Exercises:<\/span><\/b><span data-contrast=\"auto\"> Each session could add another $10,000 to $25,000.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Interactive Online Courses:<\/span><\/b><span data-contrast=\"auto\"> Development of effective eLearning can cost another $5,000 to $10,000 per module.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><b><span data-contrast=\"auto\">Other Hidden Costs and Risks<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Quality Control:<\/span><\/b><span data-contrast=\"auto\"> Who checks the program&#8217;s efficacy? More personnel means more costs.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"8\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Legal &amp; HR Compliance:<\/span><\/b><span data-contrast=\"auto\"> Did you consider that? Neglect it and face fines or lawsuits.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559684&quot;:-2,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"9\" data-aria-level=\"1\"><b><span data-contrast=\"auto\">Employee Morale:<\/span><\/b><span data-contrast=\"auto\"> Ineffective training programs can disengage your workforce.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/li>\n<\/ul>\n<p aria-level=\"2\"><strong>Opportunity Costs\u00a0<\/strong><\/p>\n<p><span data-contrast=\"auto\">What are you not doing while you&#8217;re crafting your magnum opus of sales training? Growing your business. Let&#8217;s say you spend six months developing this program. In that time, Sandler&#8217;s program could have already trained your team and started reaping the benefits. The longer your sales team operates without effective training, the more revenue you lose. If you generate $1M per month and good training could boost that by just 10%, you&#8217;re losing $100,000 every month your team is not trained.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p aria-level=\"2\"><strong>The Risks of Ineffectiveness\u00a0<\/strong><\/p>\n<p><span data-contrast=\"auto\">You know that recipe you tried off Pinterest that ended up tasting like cardboard? DIY sales training has the same risks. If it doesn&#8217;t effectively boost your sales, you&#8217;ve not only wasted time and money, but now you&#8217;ve also got a team trained in ineffective techniques. Yikes! In contrast, Sandler has a track record. It&#8217;s the Michelin-star restaurant of sales training.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p aria-level=\"2\"><strong>Keeping Up with Market and Tech Changes\u00a0<\/strong><\/p>\n<p><span data-contrast=\"auto\">Sales isn&#8217;t a &#8220;set it and forget it&#8221; game. Your training has to adapt to shifts in consumer behavior, economic trends, and technological advancements. Keeping an in-house program updated would require constant attention and, you guessed it, more money. According to Training Industry, organizations already spend $13.5 billion on sales training annually, and it&#8217;s not a one-time cost. New updates mean new costs.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p aria-level=\"2\"><strong>The Cost of Developing Multiple Learning Modalities\u00a0<\/strong><\/p>\n<p><span data-contrast=\"auto\">From online courses to in-person seminars, people have their own learning tastes, preferring podcasts to books or Netflix to theaters. Each format has its costs. Modern sales training has to be delivered across a variety of mediums and modalities, so it can multiple you<\/span><span data-contrast=\"auto\">r<\/span><span data-contrast=\"auto\"> development costs<\/span><span data-contrast=\"auto\"> and be complex to manage with a small ena<\/span><span data-contrast=\"auto\">blement team.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h3 aria-level=\"1\"><span class=\"ez-toc-section\" id=\"The_Sandler_Advantage\"><\/span><span data-contrast=\"none\">The Sandler Advantage<\/span><span data-ccp-props=\"{&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:0,&quot;335559740&quot;:259}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-contrast=\"auto\">Don&#8217;t reinvent the wheel; get the sports car that&#8217;s ready to go. Sandler brings expertise, a track record of success, and cost-efficiency. With Sandler, you&#8217;re not just buying a service; you&#8217;re investing in decades of proven expertise with over a million salespeople. We&#8217;re talking a well-oiled machine of over 400 trainers who live and breathe sales training every day. Our sales methodology is based on years of research, customer feedback, and real-world application. So, you&#8217;re not just getting a sales training program; you&#8217;re getting the highly-optimized Sandler Selling System designed to supercharge your team&#8217;s performance.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">You are probably looking for something custom, though. Don\u2019t worry. We know one size doesn&#8217;t fit all in the world of sales. Sandler has been providing a range of customizable programs that can fit your industry, organization, and specific growth gaps. If your team is already well-versed in basic sales techniques, Sandler can dive deep into advanced strategies that deliver results. And as your team expands, you don&#8217;t have to worry about onboarding the basics either. We\u2019ll work with you to do a performance gap analysis and design a plan that will provide the tools and knowledge needed to keep your organization growing.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you\u2019re looking for a customizable solution that brings expertise, efficiency, and scalability, Sandler has one that\u2019s been proven to succeed. Ask us about the Sales Development Series and how we help teams of all sizes maximize their sales performance.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h3 aria-level=\"1\"><span class=\"ez-toc-section\" id=\"The_Challenge\"><\/span><strong>The Challenge\u00a0<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-contrast=\"auto\">Here&#8217;s your challenge. Compare the real costs. Do a side-by-side comparison of developing in-house training versus hiring Sandler. Look at your revenue goals, look at the time frame, and consider the risks and rewards. In the words of Ben Franklin, &#8220;An investment in knowledge pays the best interest.&#8221; Make sure you&#8217;re getting the best ROI by choosing a proven sales training program like Sandler.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}\">\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>So, you&#8217;re thinking of building your own sales training program? You&#8217;ve got a cup of coffee, your best flowchart software open, maybe even ChatGPT and a twinkle of ambition in your eye. But hang on a second, before you become the Picasso of PowerPoints and the Shakespeare of Sales Scripts. Let&#8217;s talk about the numbers&#8230;<\/p>\n","protected":false},"author":167,"featured_media":17391,"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":[1181,1275,1137,1028,1096],"class_list":["post-17389","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-business-growth","tag-development","tag-sales-training","tag-sandler-methodology","tag-training-industry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Hidden Costs of DIY Sales Training - Sandler<\/title>\n<meta name=\"description\" content=\"So, you&#039;re thinking of building your own sales training program? 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