All Entries Tagged With: "sales training program"

Watch Out! Your Customer is Evaluating YOU!

Evaluating Customer Experiences

To discuss and deliver a training program on “Evaluating the Customer Experience”, expect that your audience will give you highly charged feedback that is vocal, interactive, and filled with very personal testimony – positive and negative. Why? Depending on the customer service outcome, in any given shopping experience, organizational and human behavioral psychology are forced into one place – revenue gain or loss at the expense of an emotional consumer.

Negotiate to Increase Your Training Budget!

Negotiation is vital to organizational effectiveness. Sales Trainers can implement better sales training programs by teaching negotiation tactics. These tactics can be used to facilitate sales support and it can also be used by the trainer themselves to justify a business case to upper level management for increasing training budgets and obtaining the funds for new training technologies and resources that drives sales support. GET YOUR BUDGET BACK!

What to Expect from a Sales Coaching Program

A successful sales coaching program will instruct your sales team to use the following approaches.  How does your coaching program relate (if you have one)?

Your sales coaching program should help you and your team:

• Hire the right type of person by interviewing them with stringent criteria that will meet your organizations goals
• Lead and reward with positive reinforcement, instead of implementing a negative coaching system
• Provide blueprints and mind maps your sales team can follow, thereby alleviating common questions and increasing understanding of the organizations process
• Hold monthly meetings with question and answer sessions
• Discuss sales team members approaches that are working well
• Ensure each member of your sales force learns these important techniques. Additional strategies include: determining the proper timing to deliver a sales pitch; know what kind of approach will be the most effective for a particular type of customer; and expert follow up strategy and implementation.

Activity, Activity, Activity

How Does Your Training Help Manage Sales Team Activity?

If you have been a sales manager or sales leader, you know that managing sales person activity is never easy. Therefore, the sales training you develop should help sales management stay on top of tactical actions that lead to real-world results. More importantly, your efforts should help make the sales organization aware of whether or not the team is meeting its targets and sales goals. Keeping your sales team focused and ahead of the game also helps them feel more confident.

Ideas for helping your sales management team focus salesperson activity include:

• Conducting a thorough analysis of every individual team member’s action plans
• Monitoring overall activity levels of the sales team (i.e., calls made, proposals sent, first-meetings held, etc)
• Developing and monitoring the steps of the sales process or funnel
  Scheduling regular sales training and coaching sessions
• Conducting value-added weekly updates with team members
• Discussing the latest trends in your industry and continue to add to the blueprint and remain competitive
• Ensuring the sales team is united by strong by providing positive leadership

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