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Related Flashcards
Cards In This Set
| Front | Back |
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1. 3 issues considered when determining sales training needs
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• Who should be trained?
• What should be the primary emphasis in the training program? • How should the training process be structured? |
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2. Objectives of sales training programs
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• Improve customer relationships
• Increase productivity • Improve morale • Lower turnover • Improve selling skills The order of importance of these objectives is based on each company and the situation they face at that specific time |
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3. Stages of Developing a Sales Training program
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• Analyze needs
• Determine objectives • Develop and implement the program • Evaluate and review the program |
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• Analyze needs
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I. Where is training needed?
ii. What content should be in the training? iii. Who needs the training? |
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• Determine objectives
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I. Specific
ii. Realistic iii. Measurable iv. Simple |
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• Develop and implement the program
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I. Inside the company vs. outside the company
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• Evaluate and review the program
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I. What to measure
ii. When to measure iii. How to measure the training |
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4. Sales training methods
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• On-the-job training (OJT)
• Internet (online • Classroom training • Role Playing |
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• On-the-job training (OJT)
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Learn by doing
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Training Needs (from “Business Systems”)
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• Time management
• Selling technique • Prospecting • Product knowledge • Legal issues |
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Internet
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Cost savings
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Classroom training
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I. Interaction +
ii. Time and $ - |
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Role playing
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Develop selling skills
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Long-term value (LTV) increases when customer relations are improved
With Sales Training… |
• Sell to more people
• Sell more frequently • Sell larger amounts / quantity • Decrease turnover (because morale has improved) • Increased efficiency (time is $) Do this to build strengths in salespeople *Need trust for role-playing to be effective → builds relationships (networking) |
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5. Major Roadblocks to Successful Training Programs
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• Training can’t solve the problem
• You’re busy, jaded sales people are not open to learning new skills • Managers don’t support the training program • Conflicting methods and philosophies are taught at different sessions • The training isn’t relevant to the company’s pressing needs • The training format doesn’t fit the need • E-learning is over used or used in the wrong situations • There’s no follow-up after training • The trainer can’t relate to the sales team |
