FACTORSFor Determining Optimal Sales Training Classroom Size

Training Design1

Effective class design considers the number of assumed participants

And aligns activities and class timings on that assumption

Training Content and Method2

Desired type of content and skills development method

impacts ideal class size

For example:Selling Skills vs Presentation Skills

Both are skill based and both have numerous participant activities

But class size is dramaticallydifferent

Selling Skills Presentation Skills

Real-Life Environment Buyer and Seller One presenter

Engagement All engaged Only presenter engaged

Class size 20 10

Selling Skills vs Presentation Skills

Desired Participant Experience3

When class size gets too large

There are diminishing returns

A good facilitator will work to engage all participants – but a large class size can

take too long

Some participants can tune out or become less engaged

Smaller groups have more opportunities to practice and get more direct feedback from facilitator

Training Modality4

Is this an Instructor Led

Training class (ILT) or is this a

Virtual Instructor Led Training class(VILT)?

In the VILT modality a maximum of 12 participants is realistic to ensure engagement and participation

In the ILT modality, groups of up to 30 could be effective, depending on content

The bottom line as to how many participants can “fit” in a class…

1. How many participants was the class designed for?

2. What skills are being taught and how are they being taught?

3. What outcome do I want for my learners?

4. What is the training modality?

…should be the resultof asking these questions:

Research Report Reveals Well-Designed Training Improves Sales Results

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By Marlaina Capes.

@MarlainaCapes