The right sales trainer for your sales team can make all the difference. He or she can teach new techniques, motivate, and help your team to handle objections and obstacles that come their way with ease and finesse. However, if you're going to hire a sales trainer, it's important to hire the right one. There are a number of scams and pitfalls that can result in hiring a trainer that's not going to help your organization improve.



Some pitfalls that come from hiring a sales trainer include trainers who over-promise and under-deliver. Maybe their “proven” techniques are things your sales team has known for years. Maybe they are not motivational. Maybe their suggestions don't apply to your product. Sales trainers are typically very expensive, so it's important to hire the right one in order to get the most for your money.

If you can afford sales training from one of the top trainers in the country and on the sales training circuit, go for it. But if you're budget doesn't allow that, one of the best ways you can find a good sales trainer is through recommendations from business associates.

The following questions will help you to avoid some of these pitfalls when hiring a sales trainer:

What can the sales trainer do for your organization?

Ask the trainer specifically what he can do for your organization and your sales team. What exactly will he do? Ask him to be specific about numbers he's promising. In addition, ask the sales trainer what percentage he will be able to increase sales by.

Does he guarantee his work?

Many trainers will make certain promises, like they'll increase sales by a certain percentage within a certain amount of time. Ask if he will guarantee his work and what he will do if your organization's sales numbers don't increase as much as he promised.

Does he provide references?

This is absolutely essential. Once you have his references in hand, use them. Call them and have them verify their organization, and ask them how his training benefited their organization. Ask about specifics with numbers as well.

Once you feel like you've made a good choice, the following tips will help you ensure your sale's trainer is a good choice:

Check the resume.

The best sales trainers are those who have had extensive experience in the sales force themselves. Your prospective sales trainer should have a stellar resume with stints in sales jobs. In addition, call his previous employers to make sure his resume is as great as it appears.

Interview

Interview your prospective sales trainer like you would any other employee. This not only helps you to figure out what exactly he plans on teaching, but it helps determine whether or not you feel he will be motivational enough or can develop rapport with your sales team. Hiring someone who is likeable is essential for sales training success. Some questions you should ask include: How will you interact with the sales team? What will you be teaching? Will there be interaction and role-play, or is lecture-based?

Whether you're looking to motivate a lackluster team, teach new techniques, or train a new team, a good sales trainer can make all the difference in your team and your sales numbers. However, it's important to ask the right questions when hiring a sales trainer.