Trade Show Staff Training

August 12, 2019 | Trade Shows

Trade Show Staff Training: Key to a Profitable Show!

Already spent $10,000-$100,000 to attend a trade show? Trade Show staff training is a must to getting a return on that investment !

Trade show staff training requires more than a few ‘tips’ or ‘tricks.’ You need to make sure that all staff working your exhibit are using the same playbook! That means they are implementing the same direct sales strategy and qualifying leads with the same sales goals in mind.

Tina Nicola, M.A.

Tina is the founder of and has been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits for over nineteen years. Her main goal is to broaden access to the techniques she has developed so anyone can benefit and improve exhibiting strategy, sales conversations and follow up.

Trade show training does not have to cost a lot. You can affordably train yourself or even your whole team without spending $1,000s on trade show or event planning consultants. Read on to learn how you can use in-house training, handbooks and even online courses to get your team ready for the show.

In-House Staff Training

Are you a CEO or marketing manager tasked with trade show staff training? The training topics you need to cover include…

Direct Sales Strategy Basics for Sales Beginners

Unless your organization is massive, properly manning your trade show booth will likely require staff from other departments (not sales) to work the trade show booth. Unfortunately, many of those staff might be sales beginners, lacking confidence and basic understanding of how to have sales conversations. They need basic training to ensure they aren’t just a warm body at your exhibit.

We recommend teaching these beginners the ‘five easy steps’ approach to direct sales ! Check out our beginner’s guide to direct sales strategy for ideas!

Trade Show Etiquette

You need to be sure that your staff understand the do’s and don’ts of representing your company at the trade show. Even seasoned staff who have attended many trade shows may have adopted bad habits. Check out our quick guide to trade show etiquette!

Decide Sales Goals

You will need to provide sales goals to your team to help guide them in their lead qualification efforts. This should be a combination of sales goals that require commitment from the potential customer, and those that require less. For instance, an in-person presentation (commitment) vs. signing up for a short webinar (less commitment). Or, buying something (commitment) vs. trying a free sample (less commitment).

Does all this sound like a lot of time and work for you? We know you have more than just trade show staff training on your plate. That’s why we created our acclaimed online video course, Tradeshow Basecamp™!

Trade Show Training with Tradeshow Basecamp™

Does your team know…

  • …the five easy steps to profitable trade show conversations?
  • Do they know the difference between active and passive exhibiting?
  • How to effectively qualify leads?

If you answered no to any of these questions, you need Tradeshow Basecamp™!

Tradeshow Basecamp™ is an acclaimed online trade show training course specifically designed to train you and your team to have profitable trade show sales conversations. Designed by trade show pros with thousands of hours of real-world experience, there is a solution for every need and budget.

The Training Handbook

Your least expensive option for training is the Tradeshow Basecamp™ Handbook, an eBook available exclusively via In it, you will learn the basics of how to have repeatably successful sales conversations, create reasonable sales goals, and keep good notes for following up with leads after the show.

Trade Show Training Course for Teams

If you’re managing a team, you might want to consider the Tradeshow Basecamp™ course series for Teams, which features team management and per-seat pricing. Training accountability with challenging quizzes and video watch time verification tracking will give you confidence they’ve paid attention.

Trade Show Training Course for Individual Professionals

Just want to train yourself in the Tradeshow Basecamp™ methodology? Check out our full Tradeshow Basecamp™ course series for Individuals, which includes hours of online videos, role playing, and downloadable resources: a complete program to ensure you are prepared for your next trade show, trade fair, or exhibit.

Trade Show Staff Training Pays for Itself

Without trade show staff training, a trade show is a waste of money. There is no better way to boost your ROI than by making sure your staff is trained to sell! If you have the time and resources to conduct training in-house, check out our guide to direct sales team training ideas.

We hope this has been a helpful review of the resources for trade show staff training available at It’s our sincere hope that you and your team will find our Tradeshow Basecamp™ course series to be a valuable partner in your trade show success for years to come.

Tradeshow Basecamp™

Our acclaimed course series, a complete program designed to help you have profitable trade shows. Get instant access to the full course series (101, 102, 103, 104).

Be fully prepared for your next event and earn your  Certified Tradeshow Basecamp Exhibitor™ (CTBE™) today!

Training a team? Check out our For Teams course series.

Introducing...Tradeshow Basecamp™

5.00 out of 5 stars

4 ratings

Let us know what you think...

1 Star2 Stars3 Stars4 Stars5 Stars

1 thought on “Trade Show Staff Training

Leave a Reply