Optimum Sales – The purchase of training programs by weight
The introduction of cost-cutting policies in companies and the empowerment of purchasing departments have led to the application and development of competitions and tenders to decide which supplier should train their teams, both in basic and strategic competencies.
This trend has resulted in the quality assessments of intangible elements such as the companies’ know-how, the transfer of training, the quality of the content, and the trainers’ ability to manage the group—previously conducted by the professionals in the training department—being reduced to a mere evaluation of a content and price index decided by a professional without the necessary technical competencies and with the sole criterion of who offers me more hours at a lower price.
This situation has turned the purchase of training projects into a basically weight-based purchase.
Training processes generate an increase in the competencies of individuals and, as a result, improve the competitiveness of companies. It is obvious that not all training companies are capable of generating training processes that bring about a change in the performance of salespeople.
The methods applied by purchasing departments equate at the decision-making moment specialist companies that invest time and resources in knowledge development with those that adapt third-party content with freelance personnel who may or may not establish a proper development of the training project, but are frankly more economical.
It would be hard to believe that, in the strategic purchases of products or production machinery, for example, production managers or general managers would allow purchasing managers to make the choice of these equipment solely based on the technical offer/price ratio.
Based on these reflections, I encourage training managers to claim their role as technicians in the competitive development of their company, and companies like Optimum Ventas, which are continuously investing in content development, to provide value to their clients by establishing appropriate work methods that, on one hand, make them a reference for training departments, and on the other hand, value providers so that they do not enter the tenders of purchasing departments.
| David Galve | General Director www.linkedin.com/in/davidgalve |  |
