Sales Training Plan
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Transcript of Sales Training Plan
8/20/2019 Sales Training Plan
http://slidepdf.com/reader/full/sales-training-plan 1/8
Training Plan Objectives
Determine which business objectives you
want to impact.
Example Objectives:
-Increase Market Share -Improve profitability
-Reduce Turnover -Raise Sales Productivity
Identify the skills that will lead to achieving
your business objectives.
Design a training plan that develops the
needed skills.
Business Objectives
Skill Objectives
Training Objectives
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Why Train Salespeople?
82% of all sales people fail to differentiate themselves
or their products from the competition.
86% of all salespeople ask the wrong questions and
miss sales opportunities.
62% of all salespeople fail to earn the right to ask for
commitment.
82% of salespeople discount price to earn a sale.
Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople
in 25 industries were studied.
8/20/2019 Sales Training Plan
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Training Implementation Plan
• A common selling
language
• An actionable,
structured process
• A strategic and
tactical mindset
• A sustainable
competitiveadvantage
• Coachable skills
The Action Selling Process Provides:
3
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Best Sales PracticesAction Selling’s “open architecture” requires the training to be
tailored to your company, products and marketplace.
•
Your sales process will be clearly defined anddocumented.
• Salespeople will learn how to apply the Action Selling
process to your unique sales cycle.
• The “best sales practices” of your top performers will
become standard conduct for all salespeople.
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product DeliveryDetermine Future
Business Opportunities
Set Appointment for
a Meeting
Sample Sales Cycle
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Sample Sales Cycle
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)
Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product DeliveryDetermine Future
Business Opportunities
Set Appointment for a
Meeting
Clearly define your sales process.
5*Your sales cycle may be longer or shorter than the
one above
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Apply New Skills in the Field
Our reinforcement strategy will actively involve your entire sales
organization.
• Ensures the rapid transferenceofskills to the field.
• Allows business objectivestobe achieved.
• Guarantees the long-term impactof the training.
• Produces a significant returnon your training investment.
87% loss within
one month*
TRAINING
TIME
IMPR
OVEM
ENT
*Source:Huthwaite s tudy published in American
Society for Training & Development Journal
87% of all sales
training is lostwithin 30 days dueto the absence of
reinforcement.
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Field Reinforcement Exercises
In 12 Weeks New Skills Become Habit.
7
1. Setting the “Best” Sales Call Objectives
2. Developing Rapport and Interest
3. Rate the Quality of Your Prospects
4. Identifying a Differentiated Sales Position
5. Identifying a Deeper Level of Need
6. Knowing Your Competitive Strengths
7. Improve Your Company Story
8. Present the “Best” Solutions
9. Ask for Commitment More Consistently
10. Defeat Stalls and Objections
11. Plan Better Sales Calls
12. Review Your Action Selling Performance
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Measurement Gets It Done
By measuring the knowledge and application of the skills that
are taught, students and managers are held accountable for their
professional development.
• Benchmark SkillsAssessment:
•Pinpoints eachstudents’ individual strengths andweaknesses.
•Usedtoshowthe progression of improvement.
• ActionSellingSkillsAssessment:
•Provides managers with a coachingand retrainingstrategy.
•Formulatesan aggressive plan tofurthersharpen skills.
• ActionSelling FinalCertification:
•Tracksskillgaincompared tobusinessobjectives.
•Certifies the selling competencyofeachsales person.