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How should technical training be modified when sales and SEs are the target audiences?
Our product and training staff are technical, but we need to deliver the right training to the sales team. Where do we find "Subject Matter Expertise" that will guide us to deliver appropriate content. Are there vendors who specialize in this area?
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2 Answers
Bonnie,
A google search using "sales training for technical sales" results in a number of sales transformation organizations/vendors that specialize in technical sales.
Prior to hiring some fancy sales transformation consultants, consider this. Is your goal to train your sales team to sell your product? if so, focus on what you believe the sales team needs to know to address the customer needs with your product and create training that addresses this. Consider asking your sales team to explain to you what they need and the questions your customers ask that the sales team find difficult to address. I think you and your technical training staff can handle this.
Good luck!
As in using any tool, the tool should be available immediately to those being trained. Schedule shorter times and allow for practice and feedback. The real challenge is writing instructions that are consistently and easily understood. I cannot say how many times someone said click on "register" and the button was really "Log In" Then the trainer would say, "you know what I meant." Again inconsistency is a killer when it comes to learning something knew. The goal is to not create any additional learning gaps,.
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