The word “sales” has earned itself somewhat of a bad reputation over the years but this is usually due to a misconception about what good salespeople do. The big secret here is that we’re mainly teaching people how to connect emotionally with other people – some people have decided to call that “sales”, but it’s mainly better communication aimed at a goal.

To get the maximum benefit out of sales training, it is important to dedicate sufficient time to the process. It can be easy to overlook the importance of training when you are running a busy practice, and tempting to squeeze it into a short timeframe, but to obtain the highest possible ROI, it is vital to plan for adequate sales training time.

It’s important for both us and our clients to stay organised during the period before, during and after sales training in order to effectively track progress, monitor figures and be aware of any problems. We use software called Basecamp for management of each of our training projects with different clients

It’s very important to us to provide a successful training programme, both in terms of the results we promise, measured as return on investment, and in meeting client sales training expectations.

In order to make the most out of your training investment, it is necessary to understand which members of staff training will benefit most and should therefore make sure to attend the training session.

Our telephone sales training program consists of three stages and an additional element of customer service: pre-training, training Event, post-training, and customer service.

We work with all different sizes and types of medical practices. Some have very detailed records and run complex customer relationship management (CRM) software. Others keep only basic information and do not track leads and conversions in any great depth.

Not all members of staff necessarily need to attend training. Some members of your team may not deal with clients at all and unless their job role is likely to change to involve customer interaction, sales training is not needed in these cases. So who needs to attend sales training?