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    Sales Training Plan

    Uploaded by

    Sahil Bansal
    The document outlines a training plan to improve business objectives by identifying skill objectives and designing training to develop those skills. It proposes using the Action Selling process which provides a common language, structured process, strategic mindset, coachable skills and competitive advantage. The plan details implementing training on the company's unique sales cycle, applying skills in the field through reinforcement exercises, and measuring skills and knowledge gained to ensure accountability.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Sales Training Plan

    Uploaded by

    Sahil Bansal
    663 views8 pages
    The document outlines a training plan to improve business objectives by identifying skill objectives and designing training to develop those skills. It proposes using the Action Selling process which provides a common language, structured process, strategic mindset, coachable skills and competitive advantage. The plan details implementing training on the company's unique sales cycle, applying skills in the field through reinforcement exercises, and measuring skills and knowledge gained to ensure accountability.

    Original Description:

    Sales management

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    The document outlines a training plan to improve business objectives by identifying skill objectives and designing training to develop those skills. It proposes using the Action Selling process which provides a common language, structured process, strategic mindset, coachable skills and competitive advantage. The plan details implementing training on the company's unique sales cycle, applying skills in the field through reinforcement exercises, and measuring skills and knowledge gained to ensure accountability.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    663 views8 pages

    Sales Training Plan

    Uploaded by

    Sahil Bansal
    The document outlines a training plan to improve business objectives by identifying skill objectives and designing training to develop those skills. It proposes using the Action Selling process which provides a common language, structured process, strategic mindset, coachable skills and competitive advantage. The plan details implementing training on the company's unique sales cycle, applying skills in the field through reinforcement exercises, and measuring skills and knowledge gained to ensure accountability.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 8

    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.

    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.

    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

    Best Sales Practices


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

    will

    be

    clearly

    defined

    and

    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
    Milestone #1
    Initial Contact

    Commitment Objective
    Set Appointment for
    a Meeting

    Milestone #2

    Commitment Objective

    Meeting with
    Initial Contact

    Set Meeting with


    Decision-Maker(s)

    Milestone #3

    Commitment Objective

    Meeting with
    Decision-Maker(s)

    Milestone #4
    Proposal Meeting

    Milestone #5
    Product Delivery

    Set Meeting to
    Present Proposal

    Commitment Objective
    Secure the Order

    Commitment Objective
    Determine Future
    Business Opportunities

    Sample Sales Cycle


    Clearly define your sales process.
    Milestone #1

    Commitment Objective

    Initial Contact

    Set Appointment for a


    Meeting

    Milestone #2

    Commitment Objective

    Meeting with
    Initial Contact

    Set Meeting with


    Decision-Maker(s)

    Milestone #3

    Commitment Objective

    Meeting with
    Decision-Maker(s)

    Set Meeting to
    Present Proposal

    Milestone #4

    Commitment Objective

    Proposal Meeting

    Secure the Order

    Milestone #5

    Commitment Objective

    Product Delivery

    Determine Future
    Business Opportunities

    * Your sales cycle may be longer or shorter than the


    one above

    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.
    87% of all sales
    training is lost
    within 30 days due
    to the absence of
    reinforcement.

    Guarantees the long-term impact of the training.


    Produces a significant return on your training investment.

    TRAINING

    I
    M
    P
    R
    O
    V
    E
    M
    E
    N
    T

    87% loss within


    one month*

    *Source:Huthwaite study published in American


    Society for Training & Development Journal
    TIME

    Field Reinforcement Exercises


    In 12 Weeks New Skills Become Habit.
    1.

    Setting the Best Sales Call Objectives

    2.

    Developing Rapport and Interest

    3.

    Rate the Quality of Your Prospects

    4.

    Identifying a Differentiated Sales Position

    5.

    Identifying a Deeper Level of Need

    6.

    Knowing Your Competitive Strengths

    7.

    Improve Your Company Story

    8.

    Present the Best Solutions

    9.

    Ask for Commitment More Consistently

    10. Defeat Stalls and Objections

    11. Plan Better Sales Calls


    12. Review Your Action Selling Performance
    7

    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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