Training Day Need a sales trainer to whip your staff into shape? Here's how to find a winning coach.
By Kimberly L. McCall •
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If your sales force is foundering, it may be time to bring in asales trainer. A sales trainer can fire up your team by teachingreal-world ways to close more deals. Here are a few tips forfinding a superlative sales coach for your team and yourbudget:
Put together a list ofvendors. As you do with other major investments, askcolleagues in similar industries for referrals. Alex Ramsey,founder and president of LodeStarUniversal in Dallas, which provides executive coaching andsales strategies, advises entrepreneurs to check out the National SpeakersAssociation, the American Society for Training & Development, or tocontact the author of an admired book on sales.
Look for relevant experience.Make sure the trainer is a whiz in your field and will take thetime to customize a presentation to your needs. Paul DiModica,founder and president of DigitalHatch, an IT sales and marketingtraining company in Atlanta, warns that some trainers may be usingcanned content: "Many sales trainers are just re-marketers ofother people's materials."
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