Sales Training Programs
A 10 Point Checklist
Sales Training Programs -
A 10 Point Checklist
An effective sales training program
is possible when you do the
right things right and avoid making the ever so common mistakes.
Here's a 10 point checklist:
1. Establish clearly defined written
objectives for your training
program. Always start with the end in mind.
Here's what I mean.
At the end of the training program if you ask your salespeople
what they took away from your sales training what would you want
them to say? These are your objectives.
2. Identify the specific selling
skills you want to sharpen. Remember -
less is more. You can't paint the Mona Lisa in one day and you can't
teach your salespeople all the selling skills in one day either.
Try to be realistic and start
with the fundamentals. In fact it's always
a good idea to keep reinforcing the fundamental selling skills.
3. Select the right sales trainer.
Don't do it yourself to save a few bucks.
The sales trainer is the centerpiece for all sales training programs. Be
selective and take your time.
Prepare a list of questions to ask
potential sales trainers. And
remember you won't get the best sales trainer
for the lowest price.
In fact, you should ask all potential sales trainers this question.
much better can you do on your training fee?"
If the sales trainer you're talking
with lowers his price, you don't
want him teaching your salespeople how to get
a better price for
your products and services. If he can't get his price - he can't
help your salespeople get your price.
4. Select a hotel for the sales training. You can save a
few bucks by doing the sales training in the office
room - but it will end up costing you more with all the distractions.
5. Don't end the sales training program
without doing role-plays
to practice the newly acquired selling skills. The
scenarios are short and sweet. Each role-play should have three
participants - a buyer, a seller, and an observer.
Each role-play should last 10 minutes.
Allow three minutes to
prepare, four minutes for the role-play, and three minutes for
a debriefing. In 30 minutes, using this formula, everyone gets to
be a buyer, a seller, and an observer.
Don't attempt to do too much in a short period of time - your
goal should be to make the sales training stick,
not to make it
Make sure you personally check out the meeting room at
the hotel. Ask if there is any construction planned
sales training program.
Check out all doors to the meeting
room. I once did a sales
training program and behind me was a door to the kitchen
where the staff had their noisy coffee breaks. Needless to say
it was extremely
distracting for everybody.
You want lots of good lights, not
ballroom lighting with dimmer
switches. Poor lighting is the quickest way to
put your salespeople
to sleep. Use white background color on all sides with dark lettering.
to see and you won't have to darken the room.
You can add lots of continuity to your sales training initiative
if you assign your sales team pre/post - sales
assignments and exercises. It's a big mistake not to do this.
Watch your timing. I've found the best to be 8:30 AM to
4:30 PM with two 15 minute breaks at 10:15 AM and
Schedule lunch for one hour and avoid
sit-down served meals
which just take too much time. You can't go wrong with
that includes a deli platter, salads, and soup. Go easy on the
which can make some salespeople sleepy during the
Always do a training program evaluation. Ask your
salespeople what they liked. Ask them what they would change
on the next sales training agenda and also ask them to prepare
a written list
of their take away ideas. Then ask them to prioritize
this list for you.
The best sales training program outcomes
happen when your
sales training objectives match your sales team's take aways.
If these are in alignment you can
expect your sales team to start
selling more everyday.
- this is my 20th anniversary doing corporate sales training
programs. These are challenging times and my training programs
includes new modules
on how to differentiate yourself from the
competition and how to add value.
So please call 800-266-1268
if you want to discuss your sales training plans.
When the down economy gets your salespeople
training programs are designed to educate, inspire, and
motivate your salespeople to achieve better selling results.
Subscribe to Jim Meisenheimer's "Free" Start
Selling More Newsletter
Return from Sales Training Programs to Home Page