Revolutionising Sales Training in Mid-Market B2B SaaS Companies
In the fast-paced world of Mid-Market B2B SaaS, sales leaders in the UK are confronting a critical challenge. Our ongoing dialogues with hundreds of these leaders have unearthed a recurring theme: a profound dissatisfaction with the costly sales trainers they've engaged. But what's underpinning this discontent? Let's delve deeper.
The Core Issues
In-Depth Product Mastery Missing
A primary issue is that many trainers lack a thorough understanding of complex SaaS products, leading to ineffective training that fails to align with the intricate needs of SaaS offerings. Companies require trainers who are not just conversant with their products but are also passionate and knowledgeable about their unique features and applications.
Stuck in the Past?
Another significant concern is the adherence to traditional training methodologies. Numerous trainers have not evolved with the changing landscape of the B2B SaaS market, especially as it expands into new verticals. The need of the hour is trainers who are adaptable and possess industry-specific expertise to navigate these changes effectively.
Beyond Big Brand Experience
Sales Trainers accustomed to working with well-established brands often struggle in environments where brand influence is minimal. This gap becomes apparent when they fail to replicate their past successes with emerging or lesser-known brands. The industry needs trainers who have experience and success stories with a range of brands, especially those on the rise.
Versatile Sales Expertise Needed
There's a significant demand for sales trainers who are versatile in navigating both enterprise and SMB sales models. They should be adept at utilising modern sales tools and stacks. This versatility is key to providing effective training that caters to different sales approaches and methodologies.
Practicality Over Theory
Lastly, companies are increasingly favouring trainers who focus on real-world applications rather than theoretical knowledge. Practical, hands-on training that can be directly applied to daily sales activities is far more valuable than theoretical models that don’t translate into the real world.
Before You Hire A Sales Trainer
Before hiring a sales trainer or investing in expensive training programmes, it's crucial to assess where your team's skills currently stand.
Understanding your team's strengths and weaknesses will help you choose a trainer who can address specific areas of need and contribute to meaningful growth.
As sales leaders, it's essential to recognise the evolving needs of your teams and choose sales trainers who are not just experienced but are also adaptable, practical, and deeply knowledgeable about your products and the industry at large.
The right sales trainer can make all the difference in elevating your sales team to new heights of success.
Better still an internal sales enablement function who truly understands the teams needs and has respect within the organisation can help elevate your sales team.