From the course: Sales Management Foundations
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Conducting sales training
From the course: Sales Management Foundations
Conducting sales training
- A formal sales training program is one of the best ways you can assure success of your sales team. Here's how to create one. Take your sales task and break it down into an exhaustive list of specific skills, knowledge, and behaviors they must acquire in training. Now, remember you did something similar during the recruiting process, to create a job description and a hiring template, but this time you want to make the lists as complete as possible. So think of it this way. If you hire people with some existing skills, knowledge, and behaviors, then your training program is designed to reinforce those, as well as fill in the gaps. You want people walking out of your training program ready to perform the sales task. So here's an example for a rep selling surgical instruments. The skills list would include call planning, giving presentations, demonstrating products, gaining commitments, and taking orders. The knowledge…
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