Shopping for Retail Sales Training? 4 Important Factors to Consider

There's no question that sales training can improve the production of sales revenue. But if you're going to invest in retail sales training for your sales team, you want to get the most bang for your training dollar, right? Here are four factors to consider when shopping for retail sales training for your company:

1. Choose Consumer Sales Expertise over B2B Sales Experience

There are many sources for sales training in the marketplace, but the majority of them are steeped in the world of business-to-business selling. Although there is certainly some crossover between b2b skills and retail selling skills, they really are two different concepts.

Most b2b salespeople live in the world of prospecting, getting past gatekeepers, and dealing with corporate structure. Salespeople working in retail environments usually don't have to deal with any of these factors. That doesn't mean retail sales is easy, it just means that sales training for retail salespeople should focus on skills and behaviors that will have a large impact on revenue production in a retail setting. Choose retail sales knowledge over business-to-business sales knowledge in the sales training company that you select.

2. Your Sales Trainer Must Have Real World Experience

Anybody can devise and teach sales theory, but the best retail sales trainers have real world knowledge of selling to consumers.

I once read a sales book where the author suggested that salespeople only look prospects in their left eye. This may sound like a great theory, but teaching a salesperson to asking for the sale will have far more impact on your revenue than teaching your salespeople to only look at prospects in their left eye. Real world experience beats theory any day!

3. Seek Out Trainers Who Understand Role Playing

Most salespeople hate to role play sales scenarios, especially in front of other salespeople. But role playing is an extraordinarily effective strategy for improving sales skills (sales role playing is no different than going to your golf pro for lessons and having her critique your swing so you can improve your drive).

When you hire a retail sales trainer, make sure the company or individual you are hiring understands the importance of role playing and also has the ability to execute it effectively with your employees.

4. Find a Match for Your Type of Selling

The world of retail selling is broad. When you hire a sales trainer, make sure the person you are hiring is a good fit for your type of selling. Teaching someone to sell more panties at The Panty Store is probably different than teaching a salesperson to sell more furniture at The Sofa Store. Find a trainer who is a fit for your business.

About the Author

Skip Anderson is the Founder & President of Selling to Consumers, a sales training and consulting firm in Minneapolis. He is a frequent speaker on retail selling and the consumer mindset. Subscribe to the free Selling To Consumers Sales Tips Newsletter at www.SellingToConsumers.com