To ensure ROI on sales training, carefully consider and evaluate how well the program will contribute to critical sales metrics
What separates your sales professionals from the other salespeople knocking on the same doors and dialing the same numbers?
There may be differentiators in terms of what your sales team can offer: better prices, newer technology, faster turnaround, or the option to pay monthly. But what will set you apart immediately—long before you ever get to those discussions?
Finding Sales Training that Creates Results
Approaching initial sales conversations in the right way—listening to needs, asking questions in four critical areas (a concept we call FIND), and empowering customers to make smart decisions—is the foundation for outcome-based sales. The ability to have these conversations can be your differentiator. And sales training is the path to get you there.
But how do you find sales training that creates results? Curriculum is important, of course. For example, sales training that’s focused on outcome-based selling can prepare your team to take a customer-centric approach through steps like:
Starting conversations that pique the interest of potential customers.
Leading tailored conversations centered on meeting needs and achieving business outcomes.
Closing deals quickly and efficiently.
Focusing on the customer’s business objectives and ROI so price doesn’t become an issue.
Presenting the right solutions at the right times to increase win rates.
Building long-term technology roadmaps so clients know where they’re headed—and how to get there.
But the most important factor of all? Ensuring that you receive a solid ROI on sales training.
In other words, what will your company get from the money it puts in—and what will your salespeople receive for their time and effort?
To ensure ROI on sales training, carefully consider and evaluate how well the program will contribute to critical sales metrics through these capabilities.
The Ability to Demonstrate Measurable Sales Outcomes
Sales training should create measurable outcomes. These may include increased sales revenue, improved conversion rates, shorter sales cycles, higher margins, and/or higher customer satisfaction levels.
Look for a program that can demonstrate how these metrics have improved for other participants as they move through the training.
How Revenueify shows value:
We closely track each salesperson’s performance during sales training. As a result, we know that participants in Revenueify’s sales training programs, such as REVUP Achiever and REVUP Recur, show results like these:
A 50% increase in win rates on quoted opportunities
A surge in margin per sales rep of between 15% and 20%
A 30% reduction in sales team turnover
A Focus on Lasting Behavior Change
How much of an effect can programs have if they last for only a few hours, a day, or a week?
Sales training isn't about short-term gains—it’s about a lasting impact.
Traditional sales training often involves sitting in a room or in front of a screen for a while—and then getting back to work (and falling back into old routines and practices). There’s no opportunity to rehearse or discuss what’s being taught, and there’s no reinforcement built into the process.
Elevated education focuses on lasting reinforcement and behavior change that helps salespeople remember what they learn—and understand when and how to apply it.
How Revenueify ensures improvement:
The process we follow helps participants retain 90% or more of what they learn because it’s focused on behavior change over a period of several months, with the opportunity to share wins and losses, compare best practices, and dissect the concepts they’re learning with instructors and other participants. This drives consistent performance, repeatable results, and better outcomes.
They also receive sales tools and a playbook that aligns with what they learn. These are resources they can use at any time.
An Opportunity to Tailor Sales Training
No two sales teams are exactly alike. It’s critical to be able to tailor sales training to address your team’s specific challenges and align with your company’s goals.
Does your team need help knowing when to walk away from a conversation? Are salespeople underselling services and solutions? Are customers being promised things that your company can’t deliver?
But what if you don’t know where your team needs the most help?
How Revenueify customizes training:
Our REVUP Assessment provides a holistic evaluation of your organization's sales capabilities—from sales team skills to the sales process—through tailored, data-driven insights and recommendations.
Through this assessment, you’ll know exactly what’s missing within your organization to drive sales. This also creates the foundation to measure change over time.
An Emphasis on Practice and Coaching
Sales training should involve more than a classroom-style lecture where the instructor talks—and participants listen. Salespeople should be an active part of the training through exercises like role-playing and practicing concepts.
You should also seek out sales training that incorporates personal, one-on-one coaching and mentoring. This includes the opportunity to work with instructors on account planning and live deals as they come up.
How Revenueify creates a hands-on environment:
Revenueify works with participants on the situations and experiences they encounter every day as new opportunities and deals come in. Because your salespeople receive guidance along the way, working closely with our instructors across the span of several months, they’ll know exactly what to do—and how and when to do it.
A Way to Measure ROI on Sales Training
How do you know if your team’s performance is actually improving as a result of the sales training they receive? The program you choose should help you track participant progress so you can see real-time impact on the bottom line.
To do this, your training partner should help you:
Establish a baseline that reveals how you’re performing today in terms of the metrics that matter—sales revenue, deal size, managed services sales, conversion rates, customer satisfaction scores, etc.—so you can track progress over time.
Determine which indicators you need or want to improve.
Create a framework to measure performance and see how these indicators are changing.
How Revenueify measures improvement:
Because our training is action-oriented, participants tend to see results fast. You’ll get to see how results are changing from month to month for metrics like sales and margin increases.
Based on what our initial REVUP Assessment reveals, we’ll be able to help you track real, measurable improvements.
Revenueify’s ROI-Driven Sales Training
Our training certification programs help your salespeople transition away from traditional sales methods and learn a new sales strategy—outcome-based selling—that gets results.
REVUP Achiever
This 12-month certification program helps your sales team apply outcome-based selling to help their clients achieve a specific business goal, whether it involves increasing their market share in a crowded market, maintaining uptime, or finding and developing good people.
REVUP Recur
This 6-month certification program helps your salespeople change their mindsets and skillsets so they can apply outcome-based selling with the twist required for success in managed services sales.
Our data-driven programs are designed specifically for the AV, IT, physical security, and copier industries. We use real company results to fine-tune the program over time so that you see constant and measurable progress.
Ready to learn more? Send us a note to see how we can tailor sales training for you.