Software Sales Tips by Matt Wolach

Sales Tips

How to Choose the Right Sales Trainer: A Comprehensive Guide

How to Choose the Right Sales Trainer: A Comprehensive Guide

Staying ahead requires continuous learning and development. Whether you’re a seasoned software sales professional or leading a sales team, investing in the proper sales training can make all the difference in achieving your goals. However, with so many options available, how do you determine if you need sales training, and, more importantly, how do you choose the right sales trainer for your specific needs?

Let’s discuss the critical considerations for evaluating your sales training requirements and finding the perfect fit for a software sales trainer.

Assessing Your Sales Training Needs

Before searching for a sales trainer, it’s essential to determine your specific needs. As outlined in part one of our sales training series, there are three primary areas of focus in sales training: outbound, closing, and upselling.

  • Outbound Training: Do you need help generating leads and opportunities? Outbound training may be the solution. This training focuses on strategies for contacting potential customers and leveraging technology to streamline the process.
  • Closing Techniques: Perhaps you’re finding it challenging to convert leads into paying clients. In this case, honing your team’s closing skills is paramount. Practical sales training should include techniques for conducting compelling demos and guiding prospects through the sales funnel to secure deals.
  • Upselling and Expansion: If your goal is to maximize revenue from existing customers, upselling training is essential. This type of training equips your team with strategies for identifying upselling opportunities and expanding customer accounts.

Once you’ve identified the areas where your team needs improvement, you can begin the search for a sales trainer who specializes in addressing those specific challenges.

Qualities to Look for in a Sales Trainer

  • Relevant Experience: When selecting a sales trainer, opt for someone with firsthand experience in the areas you want to improve. Whether outbound prospecting, closing deals, or upselling, a trainer who has successfully navigated these challenges can provide invaluable insights and guidance.
  • Active Engagement: A reputable sales trainer should be actively engaged within the industry, sharing insights and participating in discussions. Look for trainers who maintain a visible presence on social media, contribute to industry publications, host webinars, or speak at conferences. Their commitment to ongoing learning and sharing indicates a genuine passion for helping others succeed.
  • Proven Results: Testimonials, case studies, and reviews prove a sales trainer’s effectiveness. Prioritize trainers who can provide concrete examples of how their training programs have delivered measurable results for clients similar to your organization. If possible, seek out case studies from companies facing challenges comparable to yours to ensure relevance.


Continuous learning and development are essential for staying ahead of the competition in the SaaS world. By assessing your specific training needs and carefully evaluating potential sales trainers, you can ensure that your investment yields tangible results for your organization.

Remember, the right sales trainer is more than just a provider of information—they’re a partner in your journey to success. With the guidance of an experienced and engaged sales trainer, your team can unlock its full potential and achieve remarkable results in today’s competitive marketplace.