There are three key decisions regarding training methods. The first decision is who will do the training? For this decision, a training program has three options. You can use line sales executives. These are executives like sales managers, supervisors, and the like. Alternatively, a training program can turn to internal staff trainers who are employees hired specifically to do training or outside trainers who do the training. The second key decision is whether to conduct group training or individual training. As you might suspect, group training works best when you have a number of sales employees and they all require the same training. A group session is very efficient use of resources. However, there are times when an individual's needs require customized training. In those situations, individual training programs is the way to go. The third decision is choosing your instructional method. There are so many different training methods and most programs use a combination of these. The methods include on the job training. Now, this may not seem like it belongs as a formal training method, but there is plenty to be learned via on the job experiences. To ignore this is ignoring a valuable element of a sales training program. Classroom style lectures which emulate the primary tool used in classrooms to educate students. Group discussions is where the trainer assumes the role of a facilitator and does little of the talking. Trainees learn from each other. Readings, where trainees are asked to read printed material. Role plays are very popular form of sales education where a trainee assumes the role of a salesperson and delivers a sales presentation to a person playing the role of a buyer. This most closely simulates the real-world of selling. Simulations are where a trainee delivers a role-play to a virtual buyer. This may or may not involve a prepared sales presentation. Demonstrations are particularly useful in doing product training. Mentoring, you might think of mentoring as something other than a training element, but an effective mentor is as much a teacher as they are a mentor. Personal development conferences, there are tons of conferences marketed around the world for personal development. It seems that there's a conference for every gender, age, culture, profession, and industry. Sometimes, these conferences are used to help a sales person develop. Electronic media includes audio tapes, DVDs, and streaming online media, where training materials are delivered. Computer-based training, this is any type of instruction that is delivered via a computer.
