As a salesperson, you’re no stranger to the pressure that comes with chasing those elusive quotas and commissions month after month. While your skills and work ethic have gotten you far in your career, there’s a feeling that you’ve hit a wall. The old tricks just don’t work anymore, and your numbers have plateaued.
What you need is not yet another motivational speech from your sales manager or a fresh list of leads to cold call. No, what you really need is a complete overhaul of your sales strategy and mindset.
A comprehensive sales training program or course could be handy (and it might benefit your entire team, so let your manager think about it).
But with the market flooded with options, how do you choose the sales course that aligns with your budget, team size, focus, and specific requirements? We’re here to equip you with a decent range of learning options that won’t break the bank but will certainly boost your team’s skills and knowledge.
Let’s clear up the basics first, though: What is a sales training program, and what benefits you and your company will get from investing in it?
Outline:
What is a sales training program?
A sales training program is like the ultimate workshop for honing your skills, and it comes in both virtual and real-life formats.
It usually starts by evaluating your current skill level and then takes you on a journey of targeted coaching to level up those skills. The program even hands you a certificate, badge, or some other credentials to prove your newfound expertise.
It wouldn’t be an exaggeration to say that a relevant sales training program is designed to transform average salespeople into exceptional ones.
Let’s break it down:
- New advanced knowledge
First up, good sales training provides product knowledge and industry insights to make you an expert. Armed with this arsenal of facts, you’ll gain credibility and confidence to have engaging conversations with your prospects. - The latest methods
A well-built sales training course exposes you to the latest strategies and tools for reaching and retaining customers. Whether it’s social selling on LinkedIn or targeted email drip campaigns, you’ll stay ahead of the trends. - Accountability and motivation
Sales training keeps you accountable to goals and motivated to improve. With the guidance of mentors and a structured program, you’ll develop the discipline to achieve at a high level. And with each new milestone and skill mastered, your motivation and self-esteem will only increase.
Why invest in sales training for your team?
To be honest, your sales team can perform quite normally without any training.
However, a progressive manager knows that quality sales training leads the team to more accurate sales forecasts, winning bigger deals and ultimately improving financial outcomes. All of these can be achieved by:
Sharpened skills
Regular training sharpens the skills that drive sales success: prospecting, pitching, presenting, handling objections, and closing deals. Your team will become masters of these essentials and much more, able to navigate any selling situation.
Your reps will speak intelligently about every feature and benefit of your complex product or service, and nothing inspires buyers like an expert who knows the product inside and out.
Improved motivation and loyalty
Training keeps sales teams engaged and motivated. It shows them you’re investing in their success and providing opportunities for growth. Motivated reps work harder, and that extra effort most often translates into more deals closed and higher revenue.
Consistency
A structured sales training program promotes consistency across your sales team. They’ll follow the same proven processes, use the same language to describe products and services, and project the same professional image to customers. Consistency builds credibility and helps shape the overall customer experience, which is a direct way to customer loyalty.
So, undoubtedly, for any sales organization, training is time and money well spent. It can transform a group of individuals into a high-powered sales team poised to crush their goals and drive serious growth.
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Invest in your people, and your sales numbers will take care of themselves! |
Best sales training programs
We’ve gathered a collection of highly valuable sales training programs and courses that cater to every need, budget, and learning style. You still have time to choose the best one for your team to try in 2024!
Best inbound sales training
Platform: HubSpot Academy
Course: Inbound sales
Price: Free
Why we picked it?
We chose this course because it’s powered by HubSpot, a leader in the online marketing industry. And guess what? It’s entirely free!
The course is a treasure for newcomers and seasoned sales managers who want to navigate the nuances of modern inbound sales techniques and better interact with their potential customers.
What’s in it?
The course explores the vital stages of the sales cycle, from spotting potential customers to conducting impactful sales calls and personalized presentations.
Key lessons and takeaways:
- Inbound sales fundamentals: Learn the basics and the importance of inbound sales in the modern world.
- Buyer prioritization: Know how to identify and focus on the most promising leads.
- Capturing customer attention: Discover tips and techniques to capture the attention of busy prospects.
- Understanding the buyer journey: See how a prospect transitions into a buyer.
- Delivering personalized presentations: Master the art of tailoring your sales pitch to individual buyer needs.
- Strategic alignment: Tailor your sales strategies to fit the buyer’s journey.
- Trust-building: Learn how to earn the trust of your prospects by delivering real value.
- Data-driven prospecting: Use data to find and qualify leads.
- Personalized messaging: Create presentations that hit home by addressing specific pain points identified at the earlier stage.
- Sales tech 101: Get introduced to tools and technologies that can make your entire selling process more efficient.
Format:
Divided into five easy-to-digest lessons, the course features 22 videos and five quizzes to test your knowledge. Each lesson is delivered by a different industry expert, offering a variety of perspectives.
Pros:
- It’s free: The cost is not a barrier here.
- Diverse media: It’s not just a video playlist; the quizzes help reinforce your learning.
- Quick completion: You can wrap it up in just 3 hours.
- More to explore: Once you’re done, HubSpot offers numerous other free courses, from SEO to social media marketing.
Cons:
- Limited depth: While packed with insights, the course might not offer the same depth as a multi-day training program.
- No individual approach: It’s a self-paced program with minimal personalized guidance, which may not suit all learners.
- HubSpot account required: You’ll need one to enroll, which might be a minor hurdle for some.
Certification:
Finish the course, and you’ll earn a shiny HubSpot Inbound Sales certification, a credential that can add value to your professional profile.
Best outbound sales training
Platform: Udemy
Course: From Lead Generation to Closing Deals from Snov.io Academy
Price: Free
Why we picked it?
We’re spotlighting this course because it’s your guide to mastering outbound sales, brought to you by Snov.io Academy, a trusted name in sales and marketing automation. With its innovative tools used by nearly 2 million users worldwide and unique industry insights, Snov.io delivers quality and practicality in its training courses.
The best part? It won’t cost you a cent!
What’s in it?
The course offers a step-by-step roadmap to the outbound sales process. You’ll learn how to gather high-quality leads, verify them for maximum reach, and automate your email campaigns for sky-high conversions. It also covers streamlining your sales pipeline with Snov.io’s CRM and integrating your favorite tools into your workflow.
Key lessons and takeaways:
- Lead generation and prospecting: Discover the techniques for finding and collecting high-quality leads.
- Database management: Learn how to build and maintain a top-notch lead database.
- Mailbox warming up: Master strategies for efficient cold outreach.
- Automated email campaigns: Get hands-on with creating personalized email sequences and conducting A/B tests.
- Sales pipeline: Efficiently manage your lead generation funnel and integrate CRM tools for optimal workflow.
- Productivity boost: Learn how to increase your productivity through tool integration.
- Teamwork: Master the art of collaborating effectively with your team.
- Expert hacks: Gain insights into sales and marketing hacks from seasoned pros.
Format:
The 2-hour course is split into 6 modules and 28 videos, each focusing on a different aspect of outbound sales. On-demand videos are available.
Pros:
- It’s free: No barriers to entry here; it’s accessible to everyone.
- Highly rated: The course has received glowing reviews, attesting to its effectiveness.
- Multilingual subtitles: The course offers subtitles in multiple languages (English, Portuguese, Chinese, Spanish, Ukrainian), making it accessible to a global audience.
Cons:
- Limited depth: Due to its short duration, the course might not delve into the nitty-gritty details of each topic.
- Udemy account required: You’ll need one to enroll.
Certification:
Upon successful completion of the course, Udemy provides you with a certification to flaunt your skills.
Best B2B sales training course
Platform: Udemy
Course: The Complete B2B Sales Course: Lead Generation to Closing
Price: $59.99
Why we picked it?
Who doesn’t love a one-stop shop? This course is your A to Z guide to B2B sales, guiding you from lead generation to closing the sale. Created by a master sales trainer with years of experience, it promises not only to teach you the practicalities but also to imbue you with the mindset of a sales champion.
The instructor’s proven expertise in the subject matter and Udemy’s track record in delivering quality online sales training make this an excellent choice for anyone wanting to master B2B sales.
What’s in it?
The course serves up 10 modules, ranging from prospecting and lead generation to sales scripting and, of course, closing B2B sales. It’s designed for both learning and doing, ensuring that you’re not just absorbing but also applying.
Key lessons and takeaways:
- Prospecting: Discover techniques for proactive client outreach and perfect your outreach skills.
- Lead generation: Arm yourself with strategies to accumulate quality leads.
- Sales scripting: Learn how to craft compelling sales pitches.
- Building rapport: Master the art of forging strong client relationships.
- Handling objections: Navigate through the maze of client objections to close sales.
- Closing sales: Get hands-on with finalizing B2B deals.
Format:
The sales course offers 6.5 hours of on-demand videos and includes mobile and TV access, full lifetime access, and a certificate of completion.
Pros:
- Comprehensive content: Dive deep into every facet of B2B sales.
- Practical approach: The course offers actionable steps, ensuring it’s not just about theory.
- Lifetime access: Once you hop on board, you have a lifelong ticket.
Cons:
- Price: The $59.99 tag may have some tightening their purse strings.
- Platform dependency: A Udemy account is your passport to this journey.
Certification:
Udemy provides a certification upon successful completion of the course.
Best SaaS sales training
Platform: The Brooks Group
Training program: Sales Negotiation Training (for SaaS)
Price: Custom pricing
Why we picked it?
The Brooks Group’s Sales Negotiation Training specifically focuses on the unique challenges of selling SaaS products. With over 40 years of experience in the sales training industry, the company combines its proven track record with a highly customized training regimen.
This course will teach sales teams how to protect margins, counter price-cutting competitors, and increase profitability. It provides not just theoretical knowledge but also actionable strategies that can be immediately applied in real-world situations.
What’s in it?
The training program offers the option of one-day in person training or two days of two-hour-long virtual sessions. It includes a personal assessment and selling skills analysis, a comprehensive workbook, a best-selling book co-authored by their founder, Bill Brooksnad, and post-training consultations.
Key lessons and takeaways:
- Buyer mindset: Understand the tactics and strategies used by buyers.
- Margin protection: Learn tactics to counter discounting pressures and maintain your pricing.
- Competitive advantage: Differentiate your SaaS offerings and demonstrate unique value.
- Price objection prevention: Identify value-driven buyers and employ strategies to sidestep price cuts.
Format:
The course can be conducted in a single day for in-person learning or spread over two days for virtual sessions of two hours each.
Pros:
- Highly specialized: The course focuses on the unique challenges of SaaS sales.
- Holistic approach: It covers both theory and practical applications.
- Customization: The course can be tailored to fit your organization’s unique needs.
Cons:
- Price ambiguity: Custom pricing might be a barrier for smaller organizations.
- No plug-and-play: While the course’s high level of customization is an advantage, it might not suit companies looking for a quick, standardized solution.
Certification:
While specific certification details are not mentioned, the course assures continued consultation to ensure applied knowledge in sales dynamics.
Best sales training and strategy
Platform: Sales Insights Lab
Sales training program: Customized Data-Driven Sales Training For Teams
Price: Customized depending on your team size
Why we picked it?
Sales Insights Lab takes a data-driven approach to sales training, standing out in an industry often led by intuition and traditional methods. By using the latest scientific research and real-world data, the company aims to transform sales teams into efficient, confident closers within about 90 days.
Customization and accountability are at the heart of their program, making it ideal for senior sales leaders, founders, and startups.
What’s in it?
This sales training program offers a multitude of courses, workshops, and coaching sessions, each targeting specific areas of sales—from prospecting to closing deals. With a manager’s dashboard, you can track the progress of each team member in real-time, while quizzes and interactive modules ensure the retention of the material.
Key lessons and takeaways:
- Data-driven sales: Incorporate real-world data into your sales strategies for superior results.
- Customized training: Identify and focus on the specific sales skills that your team needs to improve.
- Sales performance monitoring: Use a dedicated dashboard to track team members’ real-time progress.
- Effective prospecting: Identify and engage potential customers effectively.
- Proposal and email crafting: Create persuasive sales proposals and emails that convert.
Format:
The sales training program‘s format is a combination of online sales training, workshops, quizzes, and coaching sessions that last 90 days. Students will also have access to an online forum for additional learning and networking opportunities.
Pros:
- Data-driven: The approach is backed by the latest sales research and empirical data.
- Highly customizable: Programs are tailored to meet the unique needs of your sales team.
- Progress monitoring: Real-time tracking ensures that every team member is engaged and making progress.
- Resource-rich: The course provides a myriad of ready-to-use sales templates and scripts.
Cons:
- Price constraints: Custom pricing might not be budget-friendly for smaller teams.
- Time commitment: The depth and breadth of the program may require substantial time dedication.
- Limited instant accessibility: As it is tailored, it might not be readily available for those looking for immediate access.
Certification:
Sales Insights Lab offers two tiers of Certificates of Excellence—Sales Professional and Elite Sales Professional.
Best sales prospecting advanced techniques training program
Platform: SalesScripter
Training program: Sales Prospecting Advanced Techniques
Price: Free
Why we picked it?
The sales training program’s author and trainer, Michael Halper, the founder and CEO of SalesScripter, is a renowned expert in lead generation and sales. His program focuses on key areas like building value propositions, understanding prospect’s pain points, and honing in on the ideal prospect, among others.
The course is completely free and offers invaluable content and expertise behind it, meaning a golden opportunity for those looking to master sales prospecting without breaking the bank.
What’s in it?
It’s a self-paced course with a wide range of modules designed to improve your sales prospecting games. From constructing an irresistible value proposition and mastering the nuances of LinkedIn prospecting to learning advanced techniques of sealing the deal, it’s all here.
Plus, each module comes with YouTube videos featuring Michael Halper himself, making it a personalized learning experience.
Key lessons and takeaways:
- Building a value proposition: Learn a step-by-step process to articulate a compelling value proposition that resonates with potential clients.
- Ideal prospect hunt: Perfect your technique for spotting your ideal client amidst the sea of opportunities.
- Rapport building: Master the subtle yet powerful techniques for building trust, establishing, and forging strong connections.
- Effective questioning techniques: Learn what questions to ask to better understand your prospect’s needs.
- LinkedIn mastery: Find practical tips for leveraging LinkedIn as a sales prospecting tool, complete with a list of do’s and don’ts.
- Mindfulness in sales: Harness strategies that ensure you remain mentally resilient and focused throughout the selling process.
- Ace that close: Arm yourself with practical tools to not just close sales but to excel at them.
Format:
Self-paced with videos; YouTube training modules explained by program author.
Pros:
- Broad horizons: It’s not just a course; it’s a curriculum, touching every corner of sales prospecting.
- Expertise: The course is provided by a well-known sales professional with substantial industry experience.
- Free: It’s a free course, making it accessible to anyone interested in boosting their sales skills.
- Self-paced: No deadlines, no pressure. Learn as you leisure.
Cons:
- YouTube dependent: The course primarily relies on YouTube, potentially missing out on interactive features other platforms offer.
- Lack of assessments: The course doesn’t include formal assessments or quizzes to measure progress.
- Certification gap: Completion won’t grant you a certification, something some learners seek for professional growth.
Certification:
None. The course is designed for knowledge acquisition and doesn’t offer a certification upon completion.
Best online sales training course
Platform: Action Selling
Course: Online Sales Training Program & Course
Price: Customized according to your team size
Why we picked it?
Action Selling has a proven track record since 1990, boasting over 500,000 salespeople from more than 4,000 companies who have undergone its training.
Its unique 5-step approach to sales training involves preparation, training, reinforcement, assessment, and certification. It’s extremely effective in providing long-term reinforcement for sustained learning.
The platform offers certifications for those who score 75% or higher, emphasizing that certified professionals sell at a rate six times greater than those without training.
Key lessons and takeaways:
- 5-step approach: Start with preparation and finish at certification, ensuring comprehensive immersion in sales techniques.
- Free skills assessment: benefit from free evaluation to identify your strengths and areas needing a little improvement.
- Sales management tools: Track progress and set milestones for sales managers.
- Customization: Whether you’re a rookie or a veteran, mold the training to your experience level.
- Interactive learning: Dive into content at your pace, challenge your understanding, and cement your learning.
Format:
Engage at your own rhythm with eLearning, featuring videos, eBooks, quizzes, and a boss-level certification challenge.
Pros:
- 5-step approach: The course provides a thorough and lasting training experience.
- Flexibility: With self-paced modules, you have full control over your learning journey.
Cons:
- Pay to play: While the program offers a free skills assessment, the bulk of the training material is behind a paywall.
- One size fits all?: Some might find the 5-step approach to be lacking industry-specific focus or nuanced selling techniques.
Certification:
The course offers a competitive edge through its certification program, which is a direct indicator of one’s skill and expertise in sales.
Best sales management training (for B2B)
Platform: Sales Readiness Group
Training program: The High-Impact Sales Manager™
Why we picked it?
We’ve selected this sales training program for its comprehensive and skills-based approach to sales management training provided by Sales Readiness Group (SRG), an industry-leading sales training company known for delivering customized programs that lead to sustainable behavioral change.
The company’s reputation for excellence is further evidenced by its inclusion in Selling Power Magazine’s Top Sales Training Companies list for over a decade.
What’s in it?
This sales management training is a holistic system designed to elevate the skills of B2B sales managers. With a focus on scenario-based learning and role-playing, participants are put through business-specific exercises that mimic real-world challenges.
The sales course emphasizes coaching, sales performance management, hiring skills, and motivation to offer a rounded skill set to both new and experienced sales managers.
Key lessons and takeaways:
- Sales coaching: Enhance your skills in coaching your sales team effectively.
- Sales performance management: Learn how to manage and measure sales performance for optimal results.
- Managing the sales pipeline: Learn how to make more accurate sales forecasts and unclog your sales pipeline.
- Hiring talent: Master the techniques for hiring top-notch sales professionals.
- Motivation: Understand how to motivate and lead a high-performing sales team.
Format:
You can choose between a 3-day on-site intensive training or a 10-week blended learning program. The course is highly interactive, offering workshops, role-plays, and business-specific exercises.
Pros:
- A perfect fit: Every session is customized, with your business scenarios front and center.
- Flexible format: Choose between online and on-site formats.
- Highly rated: A consistent 5-star fan base makes this more than just training – it’s an experience!
Cons:
- Full speed ahead: The on-site option condenses a lot into three days, which might be overwhelming for some.
Certification:
Not specified.
How much do sales training courses cost?
The cost of sales training programs and courses can vary widely based on several factors, making it crucial to understand the components that go into pricing. Let’s see what these factors are:
- Customization and interactivity
The more customized and interactive the program, the higher the cost. Training platforms often offer a range of options, from self-paced online courses to more personalized, instructor-led sessions. These tailored programs may include post-training assessments and ongoing training modules, adding to the cost. - Program duration
Another variable in the pricing equation is the duration of a sales training program. Short workshops may last only a few hours and be relatively more affordable, while more extensive courses could span several weeks or months, increasing the overall cost. - The expertise of the trainer
The reputation and expertise of the trainer or the organization running the program can significantly influence the price. Premium pricing often goes hand in hand with their unparalleled expertise and tried-and-true methods.
For individual salespeople, a sales training program price can range from as low as free to up to $500. For team or corporate training packages, some courses may reach over $6,000.
On average, you can expect to pay between $400 and $3,000 for a reputable sales training program depending on various factors like customization, duration, and the trainer’s credentials.
Training programs with a real instructor are more expensive than on-demand classes, but they are often more efficient as the trainer can explain unclear things, answer questions, or offer advice. However, on-demand educational videos have their own advantage: you can watch them whenever you have time and repeat them if needed.
Interestingly, many sales training courses are available for free. It may sound suspicious, but it’s not. Educational events are often used as a strategic tool by companies to build an informed customer database. While they may lack depth or personalization, they are a cost-effective way to gain a solid grounding in sales techniques.
Bottom line
While scanning the sales training horizon, don’t let cost be your only compass. Valuable skill enhancement, sales career ascension, and future revenue boosts should also jockey for consideration.
And remember, if you look carefully, you can find free training options that perfectly fit your needs, allowing you to allocate your budget elsewhere.
We gave some worthy options in this guide, but if you need more specific sales training for your team, spend some time researching and evaluating different options to ensure you get the best bang for your buck—or even for free.
