Sales Training Plan Overview

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Sales Training Plan Overview

Featuring
Distributed By The TEAM Approach 800-864-4911
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Training Plan Objectives
Business Objectives
Determine which business objectives you want to
impact. Example Objectives -Increase Market
Share -Improve profitability -Reduce
Turnover -Raise Sales Productivity
Skill Objectives
Identify the skills that will lead to achieving
your business objectives.
Training Objectives
Design a training plan that develops the needed
skills.
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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.
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Training Implementation Plan
The Action Selling Process Provides

• A common selling language
• An actionable, structured process
• A strategic and tactical mindset
• A sustainable competitive advantage
• Coachable skills

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Best Sales Practices

• Action Sellings open architecture requires the
  training to be tailored to your company, products
  and marketplace.
• Your sales process will be clearly defined and
  documented.
• 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.

Sample Sales Cycle
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Sample Sales Cycle
Clearly define your sales process.
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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 transference of skills to the
  field.
• Allows business objectives to be achieved.
• Guarantees the long-term impact of the training.
• Produces a significant return on your training
  investment.

87 of all sales training is lost within 30 days
due to the absence of reinforcement.
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Field Reinforcement Exercises
In 12 Weeks New Skills Become Habit.

• Setting the Best Sales Call Objectives
• Developing Rapport and Interest
• Rate the Quality of Your Prospects
• Identifying a Differentiated Sales Position
• Identifying a Deeper Level of Need
• Knowing Your Competitive Strengths
• Improve Your Company Story
• Present the Best Solutions
• Ask for Commitment More Consistently
• Defeat Stalls and Objections
• Plan Better Sales Calls
• 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 Skills Assessment
• Pinpoints each students individual strengths and
  weaknesses.
• Used to show the progression of improvement.
• Action Selling Skills Assessment
• Provides managers with a coaching and retraining
  strategy.
• Formulates an aggressive plan to further sharpen
  skills.
• Action Selling Final Certification
• Tracks skill gain compared to business
  objectives.
• Certifies the selling competency of each sales
  person.

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Measuring the Outcome of Sales Development

• Sales Skills Learning Trend
• Shows Scores for Each Phase of Skill Development.
• Spots Trends in Skill Gain.
• Clearly Identifies Gaps in Learning and
  Application of Learning.

• Combined Skills Improvement
• Summarizes the Learning and Application of all
  Skills.
• Demonstrates the Direction that the Learning is
  Taking.
• Provides Tangible Results of the Training.

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Accountable System for Sales Development

• Comparison Report
• Compares Individuals and Company Average
• Measures Each of the Five Critical Skills
• Pinpoints Strengths and Weaknesses

• Training Recommendation
• Compares Knowledge as well as Application of
  Skills
• Recommends a Specific Retraining Plan
• Used as a Coaching Tool

• Reports
• Provides Overall Ranking
• Highlights Top and Bottom Performers
• Shows Individuals and Groups that Certify

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Action Selling Training System
TRAINING MATERIALS
REINFORCEMENT MATERIALS
CERTIFICATION MATERIALS
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TRAINING MATERIALS

• Selling Skills Benchmark
• Determines what skill gaps exist
• 35 minute, 62 questions
• Creates a reference point for learning

• Student Preparation Booklet
• Prepare students to receive training
• Shorten classroom time
• Set expectations for the training

• Student Workbook
• 53 Interactive training exercises
• Workshop or self-study
• 12-Hour course with role plays

• Laminated Quick Reference Card
• Key concepts are reinforced
• Planner sized pages

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REINFORCEMENT MATERIALS

• Selling Skills Assessment
• Measure learning status
• 69 questions, 40 minutes
• 5 critical selling skills are analyzed

• Skill Drills Video
• Provides spaced learning
• Reviews key modules of training
• Reinforce and apply concepts

• Student Practice Guide
• 12 weeks of reinforcement
• Field-based homework exercises
• Training transfers to the field

• Audio Support - Reinforcement Tapes
• Audio version of the Action Selling video
• Convenient reinforcement

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CERTIFICATION MATERIALS
Action Selling Certified
Your Name

• Certification Exercises
• Review key modules
• Fills learning gaps
• Improves application of skills

• Student Exercises
• 10 units of retraining based on assessment
  scores
• Prepares students for certification

• Final Certification
• Measure knowledge and application
• 64 questions, 40 minutes
• Certify trained salespeople

• Action Selling Certificate
• Certify on critical skills
• Overall score of 75 required
• Achieve learning objectives

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Action Selling Impact
Sales Growth
Action Selling Certified Salespeople Grow Their
Sales at Twice the Rate of Non-Certified
Salespeople, While Increasing Margins.
Margin Improvement
Based on studies of 1,250 salespeople,
representing over 3B in sales revenue.