sales performance training
DESCRIPTION
Brief 8 minute presentation on 5 tips for improving your online sales training including: sales manager training, using profiles, sales training based upon profiles, frequent, short bursts of refresher training, and quick live, online practice sessions with the sales reps as presnters.TRANSCRIPT
IMPROVING THE ODDSFOR SUCCESSFUL SALES TRAINING
• 20 years experience• 500 engagements• 11 National Awards• Stellar Clients
UPHSUHS, Inc.Johns HopkinsMontefioreMercy Health SystemLehigh Valley HospitalProCureTake CareHoughton InternationalMerck & Co.NovartisAstraZenecaSanofi AventisVolvoTerumoCR BardFederal Reserve Bank
The World Bank/IFCWorld Trade OrganizationMercedes BenzProvident BankCommerce bankCEICHOPESRI InstituteThe InstitutesProcter & GambleAmerisourceBergenReckittTriZettoBlueCross BlueShieldCareFirstAramarkMack Trucks - Renault
1150 First Avenue Suite 960 King of Prussia, Pa. www.softassist.com Info: 610.265.8484 x14 Dave Goodman
Partial Clients
Dave [email protected] Ext14
Train Sales Managers first and always
Managers have the single greatest impact on sales performance but may have a tendency to reject training.
1
5%
20%
60%
15%
Training Should Never Be One Size
2
Below are four groupings of employees in a typical sales organization accordingto their sales quota success rate.
Rainmakers are always above quotaand rarely want training.
This group averages 80% of quota ona consistent basis but may notachieve quota regularly. Their training needsare profile specific, they have the skills.
15% of the sales team may never improve.
65-80% of quota is the average success range.Their training is specific on skills and profileneeds. Demonstrated practice is required.
Your two focus groups
What Training is Needed
Do you have profiles ofwhat successful sales peoplelook like?
Do you have training thatresponds to “like profile” needs?
Moving the 60% up to the 20%and the 20% to becomingrainmakers is mentoring theprofile details.
3
Customers’ Decision to buy are…
PricingAnalytics
Supply ChainDistribution
FeaturesFunctionsProcess
Solution OrientedCritical thinking
Influence
Trusted AdvisorEmpathy
TransparentCreative
Logical Emotional
Are you training on theemotional side also?
4
Provide Opportunities to Test Performance
5
Sales managers can mentor up to 12 reps at a time with collaborative video training. The salesreps should demonstrate to others online what they have learned and the manager mentors.
Study: 78% Of Salespeople Using Social MediaOutsell Their Peers
Viewed on July 10, 2013, http://tinyurl.com/l6dms9d
Are you training on successful use of Social Media?
Dave GoodmanSoftAssist, [email protected]
610.265.8484 ext 14
SoftAssist designs, develops and implements customized and measurable learning programs.