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Template 01213721


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sales training

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Template 01213721

  1. 1. Sales Training Presented by [Name]
  2. 2. Company overview <ul><li>Job responsibilities </li></ul><ul><li>Company message </li></ul><ul><li>Competitors </li></ul>
  3. 3. Job responsibilities <ul><li>Understand your products and services. </li></ul><ul><li>Drive sales of your products and services. </li></ul><ul><li>Achieve and then exceed your assigned sales quota. </li></ul><ul><li>Represent the company to the marketplace in a professional manner. </li></ul>
  4. 4. Company message <ul><li>Who are we? </li></ul><ul><ul><li>Our market space and our profile </li></ul></ul><ul><li>What are our core values? </li></ul><ul><ul><li>Our mission statement </li></ul></ul><ul><li>What do we do? </li></ul><ul><ul><li>Our products and services </li></ul></ul><ul><li>What do we bring to the table? </li></ul><ul><ul><li>Our value proposition </li></ul></ul>
  5. 5. Competitors <ul><li>Who are our competitors? </li></ul><ul><li>What do they do? </li></ul><ul><li>What do they bring to the table? </li></ul>
  6. 6. Sales process <ul><li>Prospecting and lead generation </li></ul><ul><li>Planning sales calls </li></ul><ul><li>Meetings </li></ul><ul><li>Postcall follow-up </li></ul><ul><li>Documentation </li></ul><ul><li>Presentation </li></ul><ul><li>Sign-off </li></ul>
  7. 7. Prospecting and lead generation <ul><li>Identify current customer base. </li></ul><ul><li>Identify and rank prospects. </li></ul><ul><li>Schedule sales calls. </li></ul>
  8. 8. Planning sales calls <ul><li>Research prospect company. </li></ul><ul><li>Identify audience. </li></ul><ul><li>Define presales support (for example, engineers). </li></ul><ul><li>Plan meeting agenda. </li></ul><ul><li>Call and confirm meeting ahead of time. </li></ul>
  9. 9. Meetings <ul><li>Make introductions. </li></ul><ul><li>Define and then confirm prospect’s objectives. </li></ul><ul><li>Define your objectives. </li></ul><ul><li>Review business need. </li></ul><ul><li>Identify contributing factors. </li></ul><ul><li>Present possible solutions. </li></ul><ul><li>Reach consensus (fit, no fit, investigate further). </li></ul>
  10. 10. Postcall follow-up <ul><li>Send summary e-mail message or letter to prospect, and then follow up with a phone call. </li></ul><ul><ul><li>Thank prospect for meeting. </li></ul></ul><ul><ul><li>Recap meeting. </li></ul></ul><ul><ul><li>Review agreed-upon next steps. </li></ul></ul><ul><ul><li>State future intentions. </li></ul></ul><ul><li>Notify appropriate internal resources (for example, engineer) for next-step assistance. </li></ul><ul><li>Update account file or system. </li></ul><ul><li>Update pipeline account data. </li></ul>
  11. 11. Documentation <ul><li>Prepare appropriate documents. </li></ul><ul><li>Review documents with prospect. </li></ul>
  12. 12. Presentation <ul><li>Deliver final documents. </li></ul><ul><li>Present proposal. </li></ul><ul><li>Request the sale. </li></ul>
  13. 13. Sign-off <ul><li>Sign documents. </li></ul><ul><li>Close the sale. </li></ul>