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Why Sales Training 2.0?
 You might be thinking … another XYZ 2.0 thing … hmm, is this another Web 2.0 blog, or maybe something else about Sales 2.0?
Um, well, er, no. Actually the 2.0 in the name is all about marketing!
Why? Because a blog called “Blog for Sales Training Firms” sounded dumb, even for me.
Now I’m sure I’ll touch on some Web 2.0 concepts, but the general idea for this blog is discussing topics related to how to upgrade your sales training firm to the next level. Sometimes that will mean posts directed at owners and CEOs of firms, sometimes it will be topics targeted to the sales reps … and sometimes it will be something really only interesting to the sales ops team.
Now some of you might be thinking “hey, we’re already a pretty advanced training firm … we’ve been in business over 9 years and have a few $Million in revenue … we’re way past Sales Training 2.0 … heck we’re probably at least version 9.1.0.”
I think you will still find valuable content in this blog, but you will probably also agree that Salestraining 911 might convey something completely different! That is why I am now welcoming you to the Sales Training 2.0 blog (also reachable via www.salestraining2.com and www.salestraining20.com) … a blog intended for sales training firm owners, employees and contractors.
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Over the years there have been a number of consulting and training firms who have provided ways of assessing opportunities. For the benefit of my readers who don't have an Opportunity Assessment approach in their methodology I pass these along and encourage you to have a standard Opportunity Assessment process for use by your salespeople ... it's one way to prevent them from pursuing too many unwinnable deals.
Fundamental Questions for Business Evaluation
- Is it Real?
- Can We Win?
- Is it Worth it?
- Don Schrello, 1974, Product Evaluation and Planning Seminar
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Here's a small sampler ...
20. Decide on what you want to do after the sale, and when
21. Consider ideal structure you would like
22. Understand earn outs
23. Locate all your legal documents
There is an excellent document created by the WLS Alliance (a partnership of Whitestone Communications and Luntz, Suleiman & Associates), of which these are 4 of their 121 (and counting) suggestions. If you think there is even a possibility that you might want to sell your training firm in the next 3 years and you don't already have an M&A advisor that you are in love with, I would encourage you to read this document.
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