Internal vs external sales training solutions leave many businesses asking the question: which type of sales training do we actually need?
We’re here to help you unpack the benefits and fallbacks of both options, and guide you towards a sales training solution that will transform your business success.
What is the difference between internal training and external sales training?
Internal training refers to somebody within an organisation conducting training, whilst external training is a professional outside the organisation coming in to provide training.
Often conducted by somebody from Human Resources or perhaps Head of Sales, internal training takes the time of another individual in the company to develop and deliver an entire training plan. This is often a long and difficult process, and arguably not the best use of time for people in these roles.
External sales training removes this responsibility from within your business, saving valuable resources, as well as offering a plethora of further benefits.
Pros and cons of internal sales training
Now that we have defined the difference between internal and external sales training, we can start to delve deeper into the benefits and the problems associated with internal sales training.
Pros:
- Many argue that internal training can be cost effective. Employees training each other during business hours incurs no extra cost for an organisation. Internal training also eliminates the need for travel costs to a training site, or the costs associated with having an external business come to you.
- Internal training can be a good opportunity for team building. Training exercises often lead to more personal interactions than might be typical in daily business life. This could be a good way to kill two birds with one stone; increasing team morale as well as providing training.
Internal training courses can be customised to match the specific needs of a business. Internal trainers are likely to naturally understand specifically what is required, and this will require no extra investigation.
Cons:
- Whilst internal training requires no upfront cost to an external provider, the scope for long term financial growth is more limited. Internal training puts pressure on members of your team to develop training plans which are often extensive and difficult to organise. This impacts their productivity regarding their usual responsibilities, which is likely to actually have a negative overall effect on revenue.
- Internal training programs can quickly become outdated. If the delegated team member for providing training undergoes an especially busy period for any reason, it is likely that they will prioritise their primary responsibilities over the sales training. This means that the program will not be kept up to date, subsequently reducing its effectiveness and engagement rates from employees.
- Internal sales training programs don’t allow for as much growth as external training. Even the greatest businesses in the world run the risk of falling victim to groupthink, so keeping sales training internal could be restricting the possibility for new ideas and innovation which a fresh perspective can bring.
Pros and cons of external sales training
External sales training can be a daunting prospect for many businesses. Trusting an external team to come in and deliver exactly what they need isn’t always easy. Here is a rundown of the positives we can bring, as well as some of the usual worries and how we can address them.
Pros:
- External sales training can give a fresh perspective. Employing a training provider and strategic partner like Mentor Group could be the difference between your business treading water or finding its new groundbreaking sales strategy. We can collate all of the strengths and weaknesses of your current strategy, then design and deliver a plan which will give you the edge over your competitors.
- Companies which offer comprehensive training programmes have a 218% higher income per employee than those without. That’s why a modern and holistic external sales training programme through Mentor Group is an investment you can trust to increase your profits and get the most out of your workforce.
- External sales training offers an element of convenience. All of the messy work which comes with drawing up a sales training regime is off your hands, and left to a team of dedicated professionals who specialise in doing it. Meaning your team can focus on what they do best, whilst our team does the tricky bit for you.
Cons:
- Often, external trainers don’t have a thorough enough understanding of the business they are working for to provide the most efficient and effective training plan.
However, Mentor Group makes the extra effort to fully understand the organisation we are working for each and every time. We understand that without dedicating the time to this, we cannot provide the perfect service to you. After all, delivering the best results is in our best interest, as well as yours.
- External sales training incurs upfront costs that internal sales training does not. Whilst we cannot argue against this fact, it is important to consider what is best for your business long term. We are confident that we can make this investment worthwhile for any business or organisation, due to the world class nature of our trainers, and the holistic approach we take to drawing up the right sales training solution for you.
What are the different methods of external sales training?
External sales training, through Mentor Group specifically, has a number of forms. These include instructor led training, virtual instructor led training, digital learning, coaching as a service (CaaS) and e-seminars (webinars).
- Instructor Led Training - Usually full day sessions of application based learning
- Virtual Instructor Led Training - Sessions of up to 90 minutes using application based learning
- Digital Learning - Gamification and knowledge checking with on demand delivery (through Kairos)
- CaaS - On demand access to our coaches, who provide aid on your specific business challenges and opportunities
Which type of sales training is best for my business?
The best type of sales training best for your business will depend on many factors such as business size, goals and budget. Hopefully, this article has helped you to understand some of the options, and the varying benefits which come with them.
We can offer a personalised training plan, expertly tailored to suit the needs of your business. Contact us at Mentor Group to discover the right external sales training plan for you.
If you want to learn more about how Mentor Group can help your business adopt a revenue-centric strategy, and transform the revenue potential of your organisation in the process, visit our Contact Us Page or reach out directly to info@mentorgroup.com
