6 Common Mistakes That Could Tank Your Customized Sales Training
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The document outlines six common mistakes in creating customized sales training programs, including neglecting existing best practices, excluding top performers, and failing to consider the underlying reasons behind sales techniques. It emphasizes the importance of including various departments in training, documenting lessons learned, and avoiding a one-time training approach by implementing regular check-ins. The overall message encourages a comprehensive and sustainable strategy for effective sales training.
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![73% of Best-in-Class organizations
deploy a central repository of sales
best practices and tools, [which arm]
front-line sellers with a treasure
trove of collective wisdom.
Aberdeen Research](https://image.slidesharecdn.com/6commonmistakescustomizedsalestraining-140825110508-phpapp01/85/6-Common-Mistakes-That-Could-Tank-Your-Customized-Sales-Training-30-320.jpg)
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This document provides an overview of a sales training plan that uses the TEAM Approach methodology. The objectives of the training plan are to determine which business objectives to impact, such as increasing market share or improving profitability, and then identify the skills needed to achieve those objectives. The training plan is then designed to develop those skills. The document outlines why training salespeople is important, as research shows most salespeople fail to differentiate themselves or ask the right questions. It provides details on implementing the training, best practices, applying new skills in the field with reinforcement exercises, measuring the results of training, and materials used for the training, reinforcement, and certification. Charts show that certified salespeople grow sales at twice the rate of non-sales force training.pptx
sales force training.pptxsatishkumarla
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The document discusses various aspects of sales training including:
1. Planning for sales training involves assessing needs, setting objectives, and setting a budget.
2. Training topics typically include product knowledge, industry information, selling techniques, and company orientation.
3. Training can take place through centralized classroom training or decentralized on-the-job field training.
4. Evaluating training effectiveness involves measuring reactions, learning, behaviors, and results.Mastering the art of sales leadership
Mastering the art of sales leadershipShawn Flynn
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The document provides guidance for sales managers to build a successful sales force. It emphasizes hiring passionate and motivated sales reps, firing unproductive reps, implementing a well-defined sales process, analyzing advanced sales stats, clearly communicating expectations, being an effective motivator through regular training and coaching, and developing reps through weekly coaching sessions focused on improving weaknesses. Following these guidelines will lead to improved sales results and respect from the sales team for the manager.Inner Secrets of Sales Training of High Growth Companies.pdf
Inner Secrets of Sales Training of High Growth Companies.pdfYatharth Marketing Solutions
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High-growth companies achieve rapid expansion by employing effective sales training strategies. Key elements of their training include positivity, thorough preparation, regular practice, constructive feedback, and leveraging technology. Implementing these practices can significantly enhance a sales teams performance and drive organizational growth.Sales Training
Sales Trainingkktv
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The document discusses planning, developing, and evaluating sales training programs. It provides details on:
1) Assessing training needs through interviews, surveys, and performance metrics to establish objectives and budget.
2) Determining appropriate training content, such as product knowledge, selling skills, and industry topics, and allocating time across these areas.
3) Delivering training through various methods like classroom, role plays, and on-the-job training.
4) Evaluating training impact through measuring reactions, learning, behavior changes, and business results.Sales Development Programs - InspireOne.pptx
Sales Development Programs - InspireOne.pptxInspireOne2
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The document outlines seven key components for building a highly effective sales development program: 1) Foundational sales skills training using diverse teaching methods, 2) A customer-centric approach that fosters empathy, 3) In-depth product and market knowledge, 4) Familiarization with the sales process using case studies and role-playing, 5) CRM training tailored to the organization's system, 6) Team-building exercises to foster collaboration, and 7) Continuous skills assessment to customize training and measure progress. The document emphasizes that a well-crafted sales development program can significantly impact representatives' careers and the organization's success.09 6e Sales Management module 06
09 6e Sales Management module 06ahmadUzair16
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This document discusses best practices for sales training and development. It outlines six steps for managing the sales training process: 1) assess training needs, 2) set objectives, 3) evaluate alternatives, 4) design the program, 5) perform the training, and 6) conduct follow-up and evaluation. Some key points covered include determining skills gaps, selecting trainers and methods, addressing common sales mistakes, and ensuring adequate presentation and monitoring of trainees.Onboarding Designed to Engage and Delight Customers by Dan Fisher and Gerry G...
Onboarding Designed to Engage and Delight Customers by Dan Fisher and Gerry G...Engage
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The document discusses strategies for improving sales onboarding and training to enhance ROI, emphasizing the importance of commitment from managers and a structured training approach. Key success factors include mapping the sales process, using regimented milestone training, and continuous coaching to sustain change and boost performance. It also highlights the role of gamification and healthy competition in driving engagement and sales effectiveness.Onboarding Designed to Engage and Delight Customers by Dan Fisher and Gerry G...
Onboarding Designed to Engage and Delight Customers by Dan Fisher and Gerry G...Engage
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This document discusses strategies for effective onboarding and training of new sales hires. It outlines common reasons why training fails, such as providing too much information without focus on internalization. Critical success factors for onboarding include mapping the sales process and recruiter/sales rep journey. Effective training uses regimented, milestone-based approaches and tracks metrics on engagement and adoption. Sustaining change requires ongoing coaching, playbooks, workshops and challenges to reinforce the training.sales training.ppt
sales training.pptDominic Joseph
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This document discusses sales force training. It begins by discussing the definitions of training and learning. It then outlines the sales training process, including planning, developing the program, evaluating training, and determining topics, locations, trainers, and methods. It provides data on determining training needs, costs, time allocation for topics, and media used. It concludes by discussing evaluating training at different levels and practices for evaluating training effectiveness.sales training.ppt
sales training.pptsp1357
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This document discusses sales force training. It begins by discussing the definitions of training and learning. It then outlines the sales training process, including planning, developing the program, evaluating training, and determining topics, locations, trainers, and methods. It provides data on determining training needs, costs, time allocation for topics, and media used. It concludes with evaluating training at different levels and the importance of various evaluation criteria.5 Questions Every Executive Must Consider Before Investing in Sales Training
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart 鏝
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Executives must consider five critical questions before investing in sales training, including defining a successful sales team, ensuring training consistency, utilizing modern prospecting methods, customizing the training to fit organizational goals, and calculating the expected return on investment. Effective sales training is crucial for overcoming challenges like high turnover rates and low sales performance, requiring a commitment to implementation and practical understanding. By asking these questions, leaders can align their sales training investments with desired outcomes and ultimately increase their sales volume.5 Questions Every Executive Must Consider Before Investing in Sales Training
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart 鏝
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This document outlines 5 questions executives should consider before investing in sales training. It discusses evaluating current sales team performance, ensuring training consistency and implementation, using modern prospecting techniques, customizing training to organizational goals, and calculating expected return on investment. The questions are meant to help bridge any gaps between a sales team's current abilities and an executive's vision for success.Does Sales Training Work.pdf
Does Sales Training Work.pdfSelling Today
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The document discusses the importance and effectiveness of sales training programs in enhancing sales team performance. It emphasizes key components such as customization, skill development, and sustained reinforcement to ensure long-term impact. Additionally, it highlights the need for effective evaluation through performance metrics and feedback to maximize the benefits of training initiatives.sales managers kester
sales managers kesterLinda Kester
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This document outlines best practices for top sales managers. It recommends that sales managers build a first-rate sales team, clearly define individual goals for new business and measure results against goals. It also suggests that sales managers should manage performances through one-on-one conversations, recognize top performers and challenge struggling reps. Sales meetings should focus on sales results, success stories and best practices. Sales managers should also coach and mentor their teams through results-focused coaching, removing obstacles and visiting top accounts together.ESR Strategic Approach to Sales Performance Improvement
ESR Strategic Approach to Sales Performance ImprovementRetired!
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The document outlines a strategic approach to improve sales performance, emphasizing that traditional tactical training often fails to yield long-term results. Key recommendations include assessing buyer tendencies, identifying effectiveness gaps, benchmarking performance, and methodically selecting training partners. A comprehensive plan should be developed and executed in phases, with measurement of outcomes integrated throughout the process.sales training presentation 10009812.ppt
sales training presentation 10009812.pptssuser36da2f
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This document discusses various aspects of sales training, defining it as a crucial part of the learning experience to enhance productivity and customer relations. It outlines the training process, objectives, methods for assessing training needs, and evaluation practices to measure effectiveness. The text emphasizes the importance of ongoing training, involvement of salespeople in program development, and the necessity of reallocating resources during challenging times.Ad
6 Common Mistakes That Could Tank Your Customized Sales Training
- 1. 6 Common Mistakes That Could Tank Your Customized Sales Training @CFSPlayBook www.criteriaforsuccess.com
- 2. 6 Common Mistakes 1. Reinventing the wheel 2. Ignoring your star performers 3. Addressing the how and ignoring the why 4. Excluding other departments 5. Failing to document 6. Taking a one and done approach
- 3. Reinventing the Wheel Mistake #1:
- 4. Customized doesnt have to mean brand new.
- 5. When trying to fix a broken sales team, it can seem like every challenge is unique.
- 6. But even if your challenges are unique, the solution might be straightforward.
- 7. Certain sales best practices are common across sales teams and really great salespeople often have similar behaviors.
- 8. Its like building a house Your customized sales training must have a solid foundation before adding bells and whistles.
- 9. Ignoring Your Top Performers Mistake #2:
- 10. It might seem natural to leave out top performers when designing your customized sales training.
- 11. After all, they dont need training right?
- 12. 粥界岳顎温鉛鉛霞
- 13. Top performers are your most valuable asset in designing a training program.
- 14. Your top performers have killer best practices locked inside their heads.
- 15. Get those out SHARE them and everyone will improve.
- 16. Addressing the How & Ignoring the Why Mistake #3:
- 17. Too many sales trainings focus only on the mechanics of selling the how.
- 18. Training Topics How to handle objections What to say to a new prospect How many follow-up emails to send How to close
- 19. Sales greatness is not just about performing the right set of actions.
- 20. Great salespeople also understand the whyunderpinning their actions and approach their day with the right attitude toward selling.
- 21. Philosophy: 1. Its not how you feel that determines how you act its how you act that determines how you feel. 2. The little voice in your head telling you I cant & I dont want to is Head Trash get rid of it! 3. The why underpinning your actions
- 22. Incorporating your unique philosophy makes your customized sales training flexible and sustainable for the long term.
- 23. Leaving Out Marketing & Operations Mistake #4:
- 24. Sales does not operate in a vacuum.
- 25. For your sales improvement initiative to succeed, you must include all departments that impact the sales cycle.
- 26. A customized sales training is a great time to achieve and reinforce alignment between different departments.
- 28. Failing to Document Mistake #5:
- 29. Dont set up a customized sales training program just to forget all the lessons-learned.
- 30. 73% of Best-in-Class organizations deploy a central repository of sales best practices and tools, [which arm] front-line sellers with a treasure trove of collective wisdom. Aberdeen Research
- 31. Before you start sales training have a plan in place to document the training itself and continue to capture best selling practices in the future.
- 32. One and Done Mistake #6:
- 33. Best-in-Class firms are 22% more likely than all others to refresh their teams training at least on a quarterly basis. Aberdeen Research
- 34. Quick-hit sales training is just not as effective as multi-stage, reinforced training.
- 35. Set up your customized sales training to include at least quarterly check-ins, and revisit your training program annually.
- 36. Sum it up for me: 1. Dont reinvent the wheel 2. Dont ignore your star performers 3. Address both the how and the why 4. Include other departments 5. Document, document, document 6. Dont sign up for a one and done training
- 37. Thanks and stay in touch!
- 38. Need a way to document sales training? Check out the CFS Sales PlayBook!