What are the sales training opportunities in Brighton?

What are the sales training opportunities in Brighton?

If you’re looking for sales training in Brighton, you’re probably keen to find the best options available.

Brighton is such a vibrant and fast-paced city that there are literally dozens of choices for training opportunities.

We know it can be challenging to find cost effective sales training in Brighton, given the huge array of choices. It can be difficult to know where to start.

At POD HR and Training, we have vast experience in evaluating training needs, identifying skill gaps, and customising training. So, we wanted to help all businesses in Sussex to evaluate their needs without having to pay for the luxury.

This article will help you identify exactly what you need and talk you through the pros and cons of different kinds of sales training available in Brighton. This way you’ll be able to make a fully informed and beneficial decision for your business.

team of people sat in a circle discussing training work

How to identify staff training and development needs (performing a Needs Analysis)

Before you rush into booking a sales training provider in Brighton, you need to really evaluate what you want. You should figure out exactly what you want out of your investment. Only then can you evaluate whether you’re going to get the best return on your investment.

Sales abilities can be categorised into the following areas:

  • Rapport building
  • Sales process
  • Listening skills
  • Questioning skills
  • Objection handling
  • Needs analysis
  • Negotiation
  • Presenting products using features and benefits
  • Unique selling points
  • Using social media in sales
  • Getting past gatekeepers
  • Sensory language and adapting to preferred style of the customer
  • Identifying problems to solve – solution oriented sales approach
  • Consultative sales techniques
  • Self-belief / confidence
  • Self-control and resilience
  • Developing relationships
  • Key account management
  • Leading and managing sales teams

When you look at the above list, which areas do you think would be the most beneficial for your business?

Hopefully you’ve got some metrics in place to track individual performances and identify the root cause of why some employees may be struggling. If you don’t, now is the time to start tracking them! If you feel like training can wait, give yourself a couple of months worth of data before you reconsider bringing in a training provider so you can track your success properly.

The more you understand the challenges your team are facing, the more likely it is that you will find exactly the right training to add optimum value.

team of colleagues being trained in a classroom

Why you should choose bespoke sales training and getting the most out of it

When it comes to the actual training, our experience shows that a one size fits all approach isn’t as effective as a bespoke approach (more on that later). That’s why we believe in a completely customised approach for our training.

With bespoke training, your provider can create training solutions to address all individual and team requirements.

They can provide half of your team with listening skills, and the other half with negotiation, all the while providing them with personalised training material and some 121-coaching time for those who don’t work well in a group environment.

If you don’t get this level of customisability, you’re not going to get the return on investment that you’re looking for. It might be more expensive, but your team will thank you with higher sales numbers and much better results!

To get the most out of the training, I’d recommend you consult with your team before you go ahead and book anything. That way they’re a part of the decision and you’re far more likely to get buy-in.

So, in your next 121s, ask them what areas they find the most challenging. Perhaps even go through the list above and ask them what they’d like to improve on.

Another key consideration is your client feedback. What results do you get from your customer satisfaction surveys?

If you don’t have any surveys or customer feedback processes, run a project. Call a batch of your lost opportunities and ask your customer feedback on where your team went wrong.

This will paint a picture of where your sales team can improve straight from the lost customers’ mouths.

Another important detail to look at is how long your sales staff are talking to customers before they lose them.

For example, if they’re losing them early on the chances are they’re not listening to the customer. As I’m sure you know, listening always comes first in sales!

If it’s much later in the process, then they may be presenting the product in the wrong way.

I’m sure you can see why getting this sort of information will make a huge difference in what kind of training you need! That way, you can get a feel for what’s happening and WHERE in the process you need to focus the training on.

Another method that is extremely useful is to randomly pick a call to listen to. Do this for all members of the team and don’t tell them you’re about to do it. You’ll hear first-hand where it’s going wrong.

Many training providers in Brighton and Sussex won’t tell you to do all of this when you’re looking to invest in training. However, we want you to get the best out of this decision and we would rather you take the time to make sure you, or we, don’t make any mistakes.

Once you’ve finished analysing all of these areas, (or if you’ve already done it all and this whole section was telling you what you already knew), then you’re ready to start looking for sales training solutions!

team of four colleagues discussing work over a table

Advantages of customised sales training

I know I’ve already mentioned that bespoke training solutions is all we’re willing to offer because we know it’s the most effective method of training, but I wanted to give you some more reasoning behind it.

When you choose bespoke training, you’re guaranteeing the best results. 100% of the content will be relevant to you and your business.

A customised sales training course can be anything you want it to be. The training provider can work closely with you to assess your goals and tailor something that will get your team fired up and ready for success.

Flexibility is also a great advantage. Instead of being rigid to tick the right boxes, the course can be interactive and meaningful for your team. It’ll pay close attention to the needs that arise throughout the training journey and hit all the criteria you need it to.

It’ll meet the needs of everyone regardless of what section of the company they’re from. Choosing a flexible, customised program means that it’s all about you and your business. It also means the trainer will be able to adapt the training as it goes along if your employees work faster than expected, or slower if they need extra help.

Another advantage of customised sales training is team bonding. Your employees will step away from the day-to-day and interact in a completely different way with each other. They’ll share challenges and find solutions together, working within team activities and strengthening relationships.

Culture and values will also be taken into account when building your training. In particular, customised training will reflect the direction you want your employees to go.

So there are tonnes of great reasons to go for bespoke training approaches. However, for fairness sake, lets have a look at bespoke training compared to out-of-the-box sales training solutions.

colleagues sitting in front of a chart sheet discussing the contents

Sales training vs bespoke sales training

I know we just talked about all of the advantages of bespoke training, and I believe all of it completely. However, this level of customisation and exclusivity comes at a price.

You can’t expect someone to put in hours of work to completely tailor make a course without also paying for those extra hours and expertise.

With this in mind, it’s clear to see that bespoke training isn’t always the best route for companies. Particularly ones who don’t have the budget for it.

If you can find a pre-designed course already created that has everything you need (or more likely 90% of what you need) and supports your business ethos then absolutely that’s the right route. There’s no point in paying more when there’s something more affordable which already covers mostly everything you need.

It all depends on the outcome of your needs analysis from the beginning of this article.

Ignoring budget for a second, there’s also the added benefit of networking opportunities that come from pre-designed training.

A lot of the time, pre-designed training will be performed in a neutral location with many different sales professionals from different companies all together. This is a great opportunity to work on their networking skills.

It also gives them a fresh location and gives them the chance to focus purely on the training and not about the business.

Whilst it benefits you that the training is designed around your company, it can sometimes be an advantage to your team to give them a change of scenery and context. They can often switch off work mode and engage with the training material a bit better.

Of course, the same outcome could come from having bespoke training off-site (wink wink!)

So in conclusion: the two most significant differences are cost and relevance.

Out of the box sales training solutions will always win on being the cheapest. However, bespoke training wins relevance hands-down. It all comes down to what you want out of your investment and what ROI you’re looking for.

three people clapping in business wear

There are some truly superb training companies in Brighton and the surrounding area. It’s such as bustling city that has an incredible atmosphere for training and development. We love being based next to such an incredible city and even if we’re not your choice of training company, we know you’ll get great success training your team here.

I’d love to tell you exactly who would be perfect for your company but it’s difficult to say without talking to you one-to-one.

Before you can find the right training company for your business, you need to find out what your team needs and decide on bespoke or off the shelf courses. This will completely alter how you approach finding the right company.

I’d be happy to give you advice and assess your business needs during a free consultation call (with no obligation to choose us. You can take what you’ve learnt and go elsewhere if you think that’s right for you!).

Send us a message below and request a time for a free consultation. It’ll take about 20 minutes and I promise you’ll get some great information!

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