Selecting an Inside Sales Training Vendor

I have a lot of empathy for Sales Training Directors. They are chartered with a big task they must execute on and their reputation is on the line. The worst part is they are hounded by these aggressive, slimey, pushy, arrogant, sales training vendors that stalk them on a daily basis. Of course, I’m not included in that pack- I don’t even own a grey trenchcoat:)

Since Inside Sales is on the radar, every training company wants to offer curriculum for this audience. However, not many know enough about this unique demographic. The major training vendors out there are saying, oh yeah we have a telesales track. And they pull it out of the bag like it’s a new Rolex watch they are selling or a Kate Spade knock-off. You can’t do it and get away with it. Especially when you are surrounded by inside sales champions who can be the toughest audience.

So, I’ve desiged a 20-question checklist that sales training directors can ask when they are sourcing a vendor:

1. Does this vendor have a strong understanding of inside sales? From a department and infrastructure perspective and understands how to sell from various models — inbound, outbound, direct, and indirect?
2. Does this vendor deliver telephone sales skills that demonstrate a required set of action-oriented behaviors — far more than merely “etiquette on the phone?”
3. Does this vendor offer a wide variety of curriculum skills that span throughout the entire sales cycle and not just questioning or closing skills?
4. Does this vendor offer both on-line (email) and phone curriculum since inside sales is focused on both?
5. Does this vendor offer shorter training modules so your teams are not taken off the phones for long periods of time and can retain more information when it is delivered in smaller byte-sized pieces?
6. Does this vendor incorporate call recordings into the training?
7. Does this vendor design training for maximum skills retention and coaching to accelerate selling effectiveness - immediately?
8. Does this vendor design training programs for inside sales managers who came from being an individual contributor and now must drive revenue with their team?
9. Does this vendor have a credible track record of being on the front-line of inside sales for 15-20 years?
10. Does this training vendor have a client list which includes inside sales training as their primary offering and not field sales or customer service?
11. Does this vendor have a client list that demonstrates ROI success in the high-tech sector?
12. Does this vendor demonstrate the personalized, consultative, flexible and knowledgeable approach?
13. Does this vendor understand how to provide highly interactive, energetic topics for sales audiences which usually have a 10-second attention span?
14. Does this vendor have a strong global presence and understand how to differentiate between skills and culture differences?
15. Does this vendor require minimal supervision and can they hit the ground running with timely and relevant training?
16. Does this vendor have a strong understanding of the various sales training methodologies and provide a complementary tactical solution?
17. Does this vendor offer a new hire training track and realizes the pressures of faster ramp-up time today?
18. Does this vendor customize curriculum for you and not provide you with off-the-shelf dated material?
19. Does this vendor understand the unique nuances and skill requirements in developing inside sales talent?
20. Does this vendor “walk their talk” in terms of developing their own business?