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-
Mastering Success: Key Components of an Effective Sales Training ProgramDenny Henry
In the fast-paced and competitive world of sales, continuous learning and development are essential for success. An effective sales training program is the linchpin that empowers sales professionals to navigate challenges, adapt to evolving market trends, and ultimately drive revenue growth. Let's explore the key components that make a sales training program truly impactful.
Note: All information in this global commercial training strategic plan is based on fictitious assumptions. This plan is designed to demonstrate AH2 Management capabilities to construct an effective commercial operations department that meets your centers of excellence needs.
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Mastering Success: Key Components of an Effective Sales Training ProgramDenny Henry
In the fast-paced and competitive world of sales, continuous learning and development are essential for success. An effective sales training program is the linchpin that empowers sales professionals to navigate challenges, adapt to evolving market trends, and ultimately drive revenue growth. Let's explore the key components that make a sales training program truly impactful.
Note: All information in this global commercial training strategic plan is based on fictitious assumptions. This plan is designed to demonstrate AH2 Management capabilities to construct an effective commercial operations department that meets your centers of excellence needs.
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Sales Training Workshop Series 12 Module Workshop by TetrahedronSagar Sangam Sahu
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Discover the crucial role of sales training programs in building stronger teams. Practice skills, stay ahead of trends, and boost team culture for success.
Product scholar demo presentation to clientsprashant roy
roductScholar is a NEW approach to building and maintaining a world-class retail sales force, one that will deliver sales results.
ProductScholar is designed to help marketing managers efficiently handle daily tasks, communicate marketing strategies to the field, develop promotional strategies and implement sales tactics.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Sales Force Transformation: Developing a Customer-Focused Growth OrganizationVassilis Engonopoulos
In today's selling environment, buyers are becoming more sophisticated and demanding while competition continues to escalate. Enhancing the effectiveness of your sales force has never been more crucial - nor more difficult.
Transforming the sales force is a difficult journey, but the impact can be dramatic.
How to Measure the Impact of Employee Soft Skills Training | Webinar 06.02.15BizLibrary
Why do organizations struggle with measuring the impact of their soft skills training? We know that improved communications skills make our colleagues better sales professionals, HR professionals, customer service professionals, etc. But getting to actual proof of this “knowledge” isn’t always easy.
In this session, we will explore a range of soft skills training and development challenges, and we will provide a framework for building a measurement and metrics methodology to capture the business benefits and impact of improved performance in soft skills.
www.bizlibrary.com
Sandler Foundations with Ermine Amies Sandler Trainer & CoachErmine Amies
Are you or your sales team tired of...
• Feeling frustrated because you can’t make headway on company goals?
• Dealing with prospects who want free consulting and quotes, and then give the business to someone else?
• Making presentations to people who can’t or won’t make decisions?
• Looking for new ways to find prospects that doesn’t require cold calls?
• Unrealistic or inconsistent sales forecasts and results?
Do you or your team currently have a sales process that is easy to forecast reliably, manage, and measure? If not, you might be ready for a new selling system.
Sign up to Sandler Foundations for a Quick Start to SalesMastery
As over a million sales and sales management professionals can attest, Sandler Foundations not only provides a path to SalesMastery for you and your team, but also a path of continuous improvement that will teach them not only how to sell, but how to succeed personally and professionally.
Increase your sales with Ermine Amies.| Coaching | Sales, Management & Recruitment Training | Sales Performance | Norwich | Ipswich | Bury St Edmunds | King's Lynn | Norfolk |Suffolk | UK |
RBL Omnia combines five of RBL's exclusive, world-class product offerings: RBL Institute, Virtual Academies, OGS, Online Assessments, and a Research Repository to identify, measure, and monitor the highest impact human capability investments.
The Fresh Connection - Simulation based Supply Chain Learning PlatformFrinson Francis
The Fresh Connection is a Web based Business Simulation in the area of Supply Chain Management and Organisation Wide Collaboration used for Experiential Learning. Learn Supply Chain Management, Supply Chain Performance and Analysis, Sales and Operations Planning, Inventory Management, Supply Chain Strategy, Demand Planning, Collaboration, Risk Management in Supply Chains with in-house workshops at your company
Sales Training Workshop Series 12 Module Workshop by TetrahedronSagar Sangam Sahu
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Discover the crucial role of sales training programs in building stronger teams. Practice skills, stay ahead of trends, and boost team culture for success.
Product scholar demo presentation to clientsprashant roy
roductScholar is a NEW approach to building and maintaining a world-class retail sales force, one that will deliver sales results.
ProductScholar is designed to help marketing managers efficiently handle daily tasks, communicate marketing strategies to the field, develop promotional strategies and implement sales tactics.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Sales Force Transformation: Developing a Customer-Focused Growth OrganizationVassilis Engonopoulos
In today's selling environment, buyers are becoming more sophisticated and demanding while competition continues to escalate. Enhancing the effectiveness of your sales force has never been more crucial - nor more difficult.
Transforming the sales force is a difficult journey, but the impact can be dramatic.
How to Measure the Impact of Employee Soft Skills Training | Webinar 06.02.15BizLibrary
Why do organizations struggle with measuring the impact of their soft skills training? We know that improved communications skills make our colleagues better sales professionals, HR professionals, customer service professionals, etc. But getting to actual proof of this “knowledge” isn’t always easy.
In this session, we will explore a range of soft skills training and development challenges, and we will provide a framework for building a measurement and metrics methodology to capture the business benefits and impact of improved performance in soft skills.
www.bizlibrary.com
Sandler Foundations with Ermine Amies Sandler Trainer & CoachErmine Amies
Are you or your sales team tired of...
• Feeling frustrated because you can’t make headway on company goals?
• Dealing with prospects who want free consulting and quotes, and then give the business to someone else?
• Making presentations to people who can’t or won’t make decisions?
• Looking for new ways to find prospects that doesn’t require cold calls?
• Unrealistic or inconsistent sales forecasts and results?
Do you or your team currently have a sales process that is easy to forecast reliably, manage, and measure? If not, you might be ready for a new selling system.
Sign up to Sandler Foundations for a Quick Start to SalesMastery
As over a million sales and sales management professionals can attest, Sandler Foundations not only provides a path to SalesMastery for you and your team, but also a path of continuous improvement that will teach them not only how to sell, but how to succeed personally and professionally.
Increase your sales with Ermine Amies.| Coaching | Sales, Management & Recruitment Training | Sales Performance | Norwich | Ipswich | Bury St Edmunds | King's Lynn | Norfolk |Suffolk | UK |
RBL Omnia combines five of RBL's exclusive, world-class product offerings: RBL Institute, Virtual Academies, OGS, Online Assessments, and a Research Repository to identify, measure, and monitor the highest impact human capability investments.
The Fresh Connection - Simulation based Supply Chain Learning PlatformFrinson Francis
The Fresh Connection is a Web based Business Simulation in the area of Supply Chain Management and Organisation Wide Collaboration used for Experiential Learning. Learn Supply Chain Management, Supply Chain Performance and Analysis, Sales and Operations Planning, Inventory Management, Supply Chain Strategy, Demand Planning, Collaboration, Risk Management in Supply Chains with in-house workshops at your company
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
1. Sales Training Plan Overview
Featuring
Distributed By:
The TEAM Approach
800-864-4911
2. Training Plan Objectives
Determine which business objectives you
want to impact.
Example Objectives:
-Increase Market Share -Improve profitability
-Reduce Turnover -Raise Sales Productivity
Identify the skills that will lead to achieving
your business objectives.
Design a training plan that develops the
needed skills.
Business Objectives
Skill Objectives
Training Objectives
3. 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.
4. Training Implementation Plan
• A common selling
language
• An actionable,
structured process
• A strategic and
tactical mindset
• A sustainable
competitive
advantage
• Coachable skills
The Action Selling Process Provides:
4
5. Best Sales Practices
Action Selling’s “open architecture” requires the training to be
tailored to your company, products and marketplace.
• Your sales process will be clearly defined and
documented.
• 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.
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)
Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product Delivery Determine Future
Business Opportunities
Set Appointment for
a Meeting
Sample Sales Cycle
6. Sample Sales Cycle
Milestone #1 Commitment Objective
Milestone #2 Commitment Objective
Milestone #3 Commitment Objective
Milestone #4 Commitment Objective
Milestone #5 Commitment Objective
Initial Contact
Meeting with
Initial Contact
Set Meeting with
Decision-Maker(s)
Meeting with
Decision-Maker(s)
Set Meeting to
Present Proposal
Proposal Meeting Secure the Order
Product Delivery
Determine Future
Business Opportunities
Set Appointment for a
Meeting
Clearly define your sales process.
6
* Your sales cycle may be longer or shorter than the
one above
7. 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.
• Guarantees the long-term impact of the training.
• Produces a significant return on your training investment.
87% loss within
one month*
TRAINING
TIME
I
M
P
R
O
V
E
M
E
N
T
*Source:Huthwaite study published in American
Society for Training & Development Journal
87% of all sales
training is lost
within 30 days due
to the absence of
reinforcement.
8. Field Reinforcement Exercises
In 12 Weeks New Skills Become Habit.
8
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
9. 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.
10. Measuring the Outcome of Sales Development
Sales Skills Learning Trend
• Shows Scores for Each Phase of
Skill Development.
• Spots Trends in Skill Gain.
• Clearly Identifies Gaps in Learning
and Application of Learning.
Combined Skills Improvement
• Summarizes the Learning and
Application of all Skills.
• Demonstrates the Direction that the
Learning is Taking.
• Provides Tangible Results of the
Training.
10
• Portrays the Individuals’ Growth in
the Five (5) Critical Selling Skills.
• Describes the Status of Each
Individual, Group and Company.
• Tracks the Growth in Learning
Compared to Application of the
Learning.
Individual Skills Improvement
11. Accountable System for Sales Development
Comparison Report
• Compares Individuals and
Company Average
• Measures Each of the Five Critical
Skills
• Pinpoints Strengths and
Weaknesses
Training Recommendation
• Compares Knowledge as well as
Application of Skills
• Recommends a Specific Retraining
Plan
• Used as a Coaching Tool
Reports
• Provides Overall Ranking
• Highlights Top and Bottom
Performers
• Shows Individuals and Groups that
Certify
11
12. Action Selling Training System
TRAINING
MATERIALS
REINFORCEMENT
MATERIALS
CERTIFICATION
MATERIALS 12
13. TRAINING MATERIALS
Selling Skills
Benchmark
•Determines what skill
gaps exist
•35 minute, 62 questions
•Creates a reference
point for learning
Student Preparation
Booklet
•Prepare students to
receive training
•Shorten classroom time
•Set expectations for the
training
Student Workbook
•53 Interactive training
exercises
•Workshop or self-study
•12-Hour course with
role plays
Laminated Quick
Reference Card
•Key concepts are
reinforced
•Planner sized pages
Selling Skills
Benchmark
13
14. REINFORCEMENT MATERIALS
Selling Skills Assessment
•Measure learning status
•69 questions, 40 minutes
•5 critical selling skills are
analyzed
Skill Drills Video
•Provides “spaced”
learning
•Reviews key modules of
training
•Reinforce and apply
concepts
Selling Skills
Assessment
Student Practice Guide
•12 weeks of
reinforcement
•Field-based homework
exercises
•Training transfers to the
field
Audio Support -
Reinforcement Tapes
•Audio version of the
Action Selling video
•Convenient reinforcement
Skill Drills
14
15. CERTIFICATION MATERIALS
Certification
Exercises
•Review key modules
•Fills learning gaps
•Improves application
of skills
Student Exercises
•10 units of retraining
based on assessment
scores
•Prepares students for
certification
Final Certification
Assessment
Final Certification
•Measure knowledge and
application
•64 questions, 40 minutes
•Certify trained salespeople
Certification
Exercises
Action Selling Certificate
•Certify on critical skills
•Overall score of 75%
required
•Achieve learning
objectives
Action Selling
Certified
Your Name
15
16. 7.7%
15.8%
0%
2%
4%
6%
8%
10%
12%
14%
16%
Non-Certified
Salespeople
Certified
Salespeople
Sales Growth
16.1 %
16.6 %
15.8%
15.9%
16.0%
16.1%
16.2%
16.3%
16.4%
16.5%
16.6%
Non-Certified
Salespeople
Certified
Salespeople
Action Selling Certified
Salespeople Grow Their
Sales at Twice the Rate of
Non-Certified
Salespeople, While
Increasing Margins. Margin Improvement
Action Selling Impact*
*Based on studies of 1,250 salespeople,
representing over $3B in sales revenue.