How to increase sales from your talents

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How to increase sales from your talents

• Presented by
• Teddy R

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Goals and Objectives of the training

• 1.To come up with a more efficient sales team
• 2.To come up with a more independent sales staff
• 3.Increase the sales staff bonding over a common
  goal

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What the participants will learn

• The sales training participants will learn to
  locate a wider range of people with the kind of
  outlook that matches the company mission
  statement. 
• They will also learn to have an improved
  retention rate. 
• The sales trainees will be able to identify the
  various sales methods by the end of the first
  day.. 
• The participants of the sales training will be
  able to utilize 5 different closing techniques by
  the last day of this training. The other
  objective to assist in the achievement of the
  above goal is that, the different sales agents
  will be examined by the fourth day of the
  training.

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Icebreaker

• To achieve the goal of coming up with more
  independent sales staff, hands on activities will
  be incorporated in the training program. That
  will make the trainees be able to make personal
  decisions when faced with challenges. All
  trainees will individually participate in the
  program.
• To be able to achieve the goal, here is the
  objective The sales trainees will be able to
  explain the relationship that is existent between
  sales and marketing by the end of the second day.
  
• To increase the sales staff bonding over a common
  goal, the program will incorporate group
  discussions and disclosure of the importance of
  team work (Gill American Society for Training
  and Development., 1998).

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Definition of goals

• The program will involve the definition of sales
  goals clearly before sending the employees out
  to make their sales. Your team will not know how
  to reach objectives properly if those objectives
  are not clearly defined from the beginning. If
  you have strategies you'd like to see implemented
  leading up to the accomplishment of sales goals,
  clearly state what your game plan is and provide
  copies of this plan to your team if necessary to
  ensure that everyone is on the same page.

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Assessing individual skills of trainees

• The training will involve the training of
  individual skill set of each employee. A team may
  have individuals with varying degrees, work
  experience and training, so a one-size-fits-all
  strategy to complete a task may not work for all
  your salespeople.
• There will be monitoring of the environment in
  which the salespeople work. For example, if they
  sell products or services to clients in
  face-to-face meetings, quietly observe these
  meetings. If your salespeople primarily use
  office phones to conduct their sales, listen in
  on sales pitches they deliver over the phone. Do
  not hover while you monitor, but instead extend
  an ear to the situation to get a feel for how
  things are going.

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• Do not only point out the negatives within an
  employee's evaluation, but discuss positives as
  well. Set individual objectives for each employee
  based on his task performance. Tell your
  salespeople that these objectives will be
  revisited on their next performance evaluation.

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• Observe your salespeople carrying out various
  tasks in and out of these situations. Use a pen
  and paper to take notes on what you observe,
  including positives or negatives in selling
  tactics, problems with appearance or demeanor,
  poor sales pitch organization, a weak
  introduction and other facets you notice such as
  lack of eye contact with the client.

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Meeting with the trainees to provide a copy of
evaluation

• There will be a meeting with each salesperson on
  your team and provide him with a copy of his
  employment evaluation. Explanation will be made
  the salespeople that after monitoring their
  activities you were able to accurately assess
  their strengths and weaknesses within your
  organization as they undertook sales tasks. NB
  Do not only point out the negatives within an
  employee's evaluation, but discuss positives as
  well. Set individual objectives for each employee
  based on his task performance. Tell your
  salespeople that these objectives will be
  revisited on their next performance evaluation.

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• Do not hover while you monitor, but instead
  extend an ear to the situation to get a feel for
  how things are going. Observe your salespeople
  carrying out various tasks in and out of these
  situations. Use a pen and paper to take notes on
  what you observe, including positives or
  negatives in selling tactics, problems with
  appearance or demeanor, poor sales pitch
  organization, a weak introduction and other
  facets you notice such as lack of eye contact
  with the client.

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Continuation of the monitoring Process

• Continuation of the monitoring of the
  salespeople's tasks following their employee
  assessment. If necessary, mini-evaluations
  leading up to future assessments with any
  concerns or advice you have about the way they
  are completing individual tasks will be created.
  It is important to note that adult learners have
  characteristics that set them apart from
  'traditional' school or college learners. All
  adults come to courses with a variety and range
  of experiences, both in terms of their working
  life and educational backgrounds. This impacts on
  how and why they participate in learning.

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To be noted

• People learning does not fall on the person
  learning rather the person teaching. Be patient
  with yourself, and honest. Know what you've done
  well and pat yourself on the back. Fix what needs
  fixing. Being good art teaching a group is really
  hard to find, like everything else in the world
  you don't want to burn out. Take pride in what
  you do. And remember your actions impact the
  people learning.

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Summary

• People learn in different ways. And no one has a
  better learning style than anyone else. Some
  experts say there are as many as seven different
  learning styles but it's easier to narrow it
  down to three types of learning namely listening
  learners, seeing learners, touch learners
• sales training allows them to locate a wider
  range of people with the kind of outlook that
  matches the company mission statement. 

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Summary Cont.

• In training the sales personnel to increase their
  efficiency and increase the organizations
  profitability, a number of goals and objectives
  will be set so as to make the training process
  effective (Gill American Society for Training
  and Development., 1998). The training will take
  place for five consecutive days. Accordingly, the
  training program will be involving and will
  ensure that the different learning preferences
  are considered. Individuals who prefer listening,
  seeing and hearing will all be considered. They
  will be considered in the sense that colorful
  presentations and audio aides will be a part of
  the training program. Interactivity will be
  highly considered.

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Thank You

• Contact Information