pensive-businessman-in-glasses-over-white-background-SBI-300855157.jpg

Frequently 
asked questions

Here are the answers to some of the most common questions... 

COMPANY Questions?
 
Q1: How long has Sales Training Experts been operating? 
  • Sales Training Experts has operated since 2007.

  • Sales Training Experts is a division of P. Kidston Enterprises Limited which has been operating since 1996. We are a Canadian company operating internationally.  

 

Q2: How many sales professionals has Sales Training Experts trained? 

  • 10,000 + sales and sales management professionals over the past 15 years. 

Q3: Over the past 2 years (2019-2021) what are the significant changes in the Sales Training Experts' business model during the pandemic? 

  • For Sales Rep Training, clients are requesting more e-learning options to train content, and Live Online Coaching to apply concepts, tools and selling systems to reinforce sales best practices. 

  • For senior sales leaders, there is an increase in demand for Live Online Instructor led courses like Change Management, Critical Thinking and Motivating a Sales Team.

  • For New Sales Managers, the Sales Leadership course provides managers tools and sales management systems to better manage their teams. 

 

Q4: In 2022, what new changes have happened in the Sales Training Experts' business model?

  • Sales Training Experts has added Sales Trainer Programs to our new Certified Sales Trainer Center that supports the skill development of freelance Sales Trainers, and Corporate Sales Trainers. 

  • As a Freelance Sales Trainer or Corporate Trainer, you can leverage access to our content as well as our learning and business models to grow your sales training skills or training practice quickly.   

Q5: Why have we added these services to support Sales Trainer Skill Development?    

  • Over the past 3 years, there are have been unprecedented market shifts in the Sales Training industry. These shifts require us to change. Here they are: 

    • B to B Sales Leaders have shifted most of their outsourced training to online options including both e-learning and blended learning. Most B to C Sales Leaders have shifted entirely to e-learning. Adoption of LMS is a common thread in both segments.    

    • Sales Managers and Corporate Trainers are being asked to assume more of a sales training and coaching role. This shift is forecasted to remain in place regardless of the future impacts of the pandemic. 

    • All training worldwide has been gradually shifting to online options for the past 10 years. In 2017, approximately 77% of US corporations used online learning, but 98% planned to incorporate it in their program by 2020. (Ref: wire)

    • The MOOC (massive open online course markets) are growing exponentially and is expected to increase by 32% by 2025. (Ref: wire)

    • Technologies using augmented/virtual realty are fueling innovation towards more user friendly interactive asynchronous learning. The corporate e-learning market could increase by $38.6 by 2024. (Ref: wire)

    • Sales Leaders are prepared to embrace e-learning and LMS technologies to manage sales team learning development and the majority have made the shift. 

  • Sales Leaders need more that just e-learning. Historically they would outsource a credible 'sales trainer' to fill the capacity gap in their teams. Sales Managers and Corporate Trainers are now filling some of that gap.  

    • Although 'Webinar' programs offered through outsourced sales trainers have replaced many of the instructor-led programs through the pandemic, Sales Managers and Corporate Trainers are now expected to play a bigger role in content development and sales training/coaching delivery.

    • Unlike other types of soft skills training, Sales Training directly impacts the top line of the company, and requires ongoing reinforcement and practice to see team improvements. Selling concepts need to be operationalized in the field and best selling practices need to be customized to ensure team adoption. 

  • Today, Sales Leaders need a complete sales training system supported by well trained Sales Managers and Corporate Trainers who can lead skill development.  

    • At Sales Training Experts, we work directly with the managers, trainers or freelancers to right size our support, and give your sales teams exactly what they need. 

    • We provide training and quick access to all our sales training assets. We will customize our e-learning programs and provide the customized files for your e-learning platform.

    • We provide Sales Trainer Coaching in areas like Motivating a Sales Team, Establishing Sales Rep Credibility and Developing a Sales Team Learning Plan. 

    • We provide Freelancer Coaching in areas like How to build a Strategic Plan for a Sales Training Company, From Sales Trainer to Business Owner and The Operational ABC's of a Sales Training Company.  

WORKSHOP Questions?
 
Q6: 'My  sales team works remotely. I want to introduce the team to a common sales approach with a common selling system and language that allows them to scale their training efforts. What do you recommend?'   
  • Our PROFESSIONAL Consultative Selling course is great first course to begin scaling your client's sales training effort. It will level-set the skills of the entire sales team through the application of tools, selling systems and concepts.
  • Consultative Selling is the first course of our Sales Playbook Certification Program. It will introduce best practices in Handling Objections, Negotiations, Presentation Skills, Strategic Thinking and Territory Management. Subsequently, your client's team will have the option to expand their skills in each topic area through your e-learning/coaching workshops dedicated to each topic. 

Q7: 'How will I train new reps when the initial team training is completed?'

  • By choosing our Sales Playbook Certification courses, new sales reps can take your e-learning course which will teach them the same sales best practices as your original training. Their sales manager can coach them through the program, and/or the rep can sign up for 4 Individual coaching sessions with you to reinforce the training.       

Q8: 'I don't want to certify reps. I just want them to take one or a few of the courses. Do they have to go through the Certification Program?' 

  • No. The Certification Program is optional. It is your choice as a company or freelancer if you choose the certification path. 

 

Q9: 'What's the difference between Sales Playbook Certification and other types of certifications offered through associations or other sales training companies?'

  • Sales Playbook Certification is unique in 2 ways. First, it's not an academic experience. It's a hands-on applied set of courses that creates a defined work product. This work product includes working documents like a Territory, Account, Prospect and Call Plan. Beyond planning, the tools, selling systems and concepts are easily applied to everyday work routines. Second, Sales Playbook Certification is an entire Sales Team Experience including managers, owners and company executives. For example, many of our sales team clients ask us to include company, client and product specific questions in our certification exams. Through our 4 optional group coaching workshops, we adapt and reinforce our e-learning course content to match your unique sales situation. This ensures 'best practices' are right sized which leads to improved participant skill adoption. At the end of 4 group or Individual coaching sessions, the facilitator creates 2 new pages for your 'Sales Playbook' that summarizes the important company specific adaptations and best practices. ​

Q10: 'Does my client have to take the 4 Optional Coaching Workshops?'
  • No. At Sales Training Experts we know that your client's training requirements are unique for their company. Although we strongly recommend bundling the e-learning and coaching workshops to maximize learning, there are good reasons to just take the e-learning course only. These are some of the reasons that participants have chosen e-learning only.

    • Sales Manager will mentor and coach the rep directly with the course. 

    • Rep will take the e-learning course as part of an onboarding program, and then receive coaching from the manager. 

    • Budget constraints allow for e-learning only to be included in the training plan. 

 

Q11: 'I am reviewing several options to start my Sales Training Company or build my sales training skills . Why should I choose Sales Training Experts to help me?'

  • Here are the top 5 reasons Freelancers and Corporate Trainers choose us.

    • Course Content: Professionally created with subject matter experts, and course designers.    

    • Delivery Methods: E-Learning, Live Online Instructor Led, Team and Individual Enrollment.  

    • Affordably Priced: Value-based pricing that beats comparable content delivery options.  

    • Professional and Friendly service: 5 Star Google Rating. Our content and business model are proven. 

    • Sales Playbook Certification Option: Professional sales skill improvement customized for your company increases the long-term value of each client. 

    • Coaching support

 

Q12: 'I need more information. How do I do that? 

PROGRAM Questions?
 
Q13: 'What is the difference between an E-Learning Course, Coaching Workshop, and a Program?'
  • E-learning courses can be taken on their own individually without the Coaching Workshops or being part of a program. There are 6 E-learning courses (Consultative Selling, Handling Objections, Presentation Skills, Negotiation Skills, Strategic Thinking and Territory Management) that have optional Coaching Workshops. 
  • Coaching Workshops are 1.5 hour live online sessions with individuals or groups of participants facilitated by a Sales Trainer/Coach. 
  • There are 3 types of Programs: 'Hire-a-Sales Leader Program, Hire-a-Sales-Trainer Program, Hire-a-Sales Playbook Developer Program. All these programs cost-effectively package our e-learning courses and workshops into a customized sales performance improvement solution for large or small sales teams. 
    • Hire-a-Sales-Trainer Program: Affordable longer term Sales Trainer Support Solution for larger sales teams that don't have a fulltime sales training, but require ongoing sales training support. 
    • Hire-a-Sales-Leader Program: Cost effective longer-term sales performance improvement solution for company owners who need extra part-time leadership support  for their growing sales teams. 
    • Hire-a-Sales-Playbook-Developer Program: Project based sales performance improvement solution that level-sets the teams tactical and strategic selling skills while converting company procedures into a (Sales Playbook) Usable Training Guide, and then converts the guide into online, on-demand training programs.