 | | | | | |  | Sales Training |
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| | Our Training Process | | | | Please note that only brief course overviews are provided here. For full programme details, or to arrange an appointment or booking, contact us directly. | | | | In order to develop the appropriate training I have developed a unique system that allows a systematic training needs analysis be conducted across the team. This not only allows us to find the areas that need to be addressed but to ensure that the training is aligned with the overall companies objectives and strategy and the success is measurable. | | | | This is an example of how I would prepare training for field sales teams. | | |  | Initial discussion with the HR department on the business needs and their identified needs. |
| | Discuss with the Sales Management team on their needs. |
| | Spend a day in the trade with two sales people AM & PM with a digital camera and video recorder to capture the environment. As each call is conducted I would capture current practises on our specially designed coaching documents. At the end of the day we can then allocate a % score based on the day, for each of the sales person’s performance based on best practises in their specific industry. |
| | During the day we will also review all sales aids, communication from marketing, Area planning, organisational structure all in all over 190 specific areas. |
| | Any findings on the team’s process will also be feed back and solutions provided. |
| | The programme is designed and presented to the business managers for sign off. |
| | Prior to the programme commencing the sales manager attends the Kerb side coaching programme for coaching the team in the field. They can then measure their team’s current performance using our coaching documents or a sample of the team to get the average score. Following the training they can then start coaching the team and see the % increase either on an individual or on a team % terms. |
| | In tandem to this we run all team members through our online Profile assessments (see developing your people) the sales style Personal Profile Indicator profile and the Profile Sales Indicator. This allows us to toiler the programme around individual needs. |
| | All programme attendees fill in a detailed questionnaire at the end of the day. |
| | We then follow up with more skill based days around certain sales drives, new product launches or sales meetings. |
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