Hiring a Sales Consultant: What to Look for in a Training Partner

September 13, 2016
Hiring a Sales Consultant: What to Look for in a Training Partner

Finding the right sales consultant to lead a successful training for your team can be a daunting process.

You need someone with a quality training program, great chemistry, and impressing client testimonials. But as you go about your hiring process, also consider the following:

1. Will They Hold Us Accountable?

A good partner isn’t afraid of holding you up to high standards.  I’d be suspicious of any sales training partner that tells you only what you want to hear – put simply, don’t hire a sales consultant that's a person-pleaser.

To avoid this, make sure of the following:

  • Agree on Key Performance Indicators

    • Choose 3 or 4 Key Performance Indicators (KPIs) that your sales growth partner aligns with so that they can drive their efforts in the right direction.
    • Use a scorecard to measure their performance monthly.
  • Discuss KPIs quarterly
    • Review the KPIs with senior management and your sale consultant to determine whether their training models are working. Look for gaps in performance and decide how to proceed accordingly.
  • Check-in weekly
    • Don’t let a month go by before you discover that things are going in the wrong direction. Frequent but short check-ins, say for 30 minutes, with your core team and your training partner allows you to spot potential problems in the distance.  Make sure your partner buys into this level of involvement before engaging them.

2. Hold Up Your End of the Bargain

Remember, this is a partnership.  Don’t hire a sales consultant to do all of the work, because you'll be left empty-handed when they eventually leave.

From the get-go, assemble a team. Yes, a team! Don't leave it up to just one individual.

This team will take the program over and continue to maintain it when your training partner leaves, so you should find out if the sales consultant you're working with has leadership training programs to empower them to do this effectively.

This team should represent the entire company.  Sales is not a lonely island. The way the rest of the organization works with sales is critical.

3. Trust is Key

Trust your training partner.

Be open to allowing them into your intimate meetings and gatherings. Their objective is to give you a fresh, unbiased input on key decisions you make in order to grow your business.

Most importantly, ask your partner to explain how all of the training and whatever else they deliver translates into moving the needle upward towards increased sales.

Check out our eBook on Choosing the Right Sales Training Partner for more!

Choosing the Right Sales Training Partner

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