Prior to making a large investment in training, we would strongly recommend auditing your sales team to ensure any training investment is allocated in the right areas.  A Training Needs Analysis (TNA) is the process by which training and development needs can be identified.

 

The purpose of a TNA is to outline at the start of a project how the organizational objectives will be realized through the delivery of a staff training program that will focus on improved and/or changed skills, knowledge and/or attitudes of those directly involved or affected by the ‘change’.

 

Organisations would utilize a TNA to raise awareness, manage expectations, build commitment and ensure that the training delivered is effective and useful. The methods to assess the training requirements can range from interviews and group discussions, through to on-the-job observation and surveys.  We do all the ground work for our clients by spending time in their sales process to identify bottlenecks and provide a snapshot of specific training needs in the field. This ensures that the training material is both relevant and has a financial impact, two areas that are essential in bringing about real change in sales teams.