Sales Training
Transcript: IBM: The Global Sales School Virtual Learning Sales School System Foundation Software Basics Student Quotes “It is definitely not just a product selling course. It is more a value selling, with emphasis on financial selling.” Server Sales Specialist, Jakarta, Indonesia “Very dynamic, a lot of practice activities. Really interesting!” Storage Sales Specialist, Bogota, Colombia “A very good follow-up on the recent GSS course that I took last month.” zITA, Manila, Philippines Sales Training as a Crucial Investment Training is important for developing and keeping good employees. The need for training is continual. Training has the fastest ROI the company can make. Assess Training Needs Need for training only become apparent after a decline in sales Different training for different experiences 1. Increase sales or profit 2. Create positive attitudes and improve selesforce morale 3. Assist in salesforce socialization 4. Reduce role conflict and ambiguity 5. Introduce new products, markets, and promotional programs 6. Develop salespeople for future management position 7. Ensure awareness of ethical and legal responsibilities 8. Teach administrative procedures 9. Ensure competence in the use of sales and sales support tools, such as CRM technology 10. Minimize salesforce turnover rate 11. Prepare new salespeople for assignment to a sales territory 12. Improve teamwork and cooperative efforts Typical Sales Training Needs Sales Techniques Product knowledge Customer knowledge Competitive knowledge Time and territory management (self-management) Design Training Program (cc) photo by Metro Centric on Flickr Set training Objectives Role of sales training in salesforce socialization During the socialization, a salesperson must receive an initiation to the task and a role definition. Evaluate alternatives Agenda: IBM: The Global Sales School Role of Training Training as an Investment Managing the Training Process Assess Training Needs Sales training objectives Sales Trainers Sales Training Locations Sales Training Methods Sales Training Media Evaluation Methods of Needs Assessment Salesforce Audit Performance Testing Observation Salesforce Survey Customer Survey Job Analysis Method Percent Indicating as Effective ............................................................................................................................ Sharing sales methods and language with the sales team 49 Coaching by the sales manager 46 Follow-up training classes 43 Clear statement of management expectations 39 Incentive compensation for new sales behaviors 36 Technology reinforcement and support 33 Coaching by outside specialists 30 Participation in a community Web site based on the training 11 Classroom/ Conference Training On-the-job Training Behavioral Simulations Absorption training (cc) photo by jimmyharris on Flickr Classroom Classroom only and Virtual ................................................................................................. Number of physical attendees 500 100 Number of virtual attendees 0 400 Travel (avr 10 hrs per person) 5.000 1.000 Manpower cost (50$ per hr) $250.000 $50.000 Travel (avr 800$ per person) $400.000 $80.000 Venue rental $100.000 $25.000 .................................................................................................. $750.000 $155.000 Selecting Sales Trainers (cc) photo by Franco Folini on Flickr Evaluation Assess Needs and Objectives Web, Video, telephone conference Set Training Objectives Evaluate alternatives Sales trainings Conduct Follow-up and Evaluation Selecting Sales Training Media "Sales Performance International" "Richardson" "Achieve Global" Sources: http://www-03.ibm.com/systems/education/topgun/salessch/ Sales Management: Analysis and Decision Making, 8th edition. Ingram, Thomas N. Thank you! internal or external trainers? Selecting Sales Training Methods (cc) photo by Metro Centric on Flickr By Arianne Pelle and Evgeniya Kalanova Selecting Sales Training Locations Sales Trainings Managing the sales training process
Prezi Present
Prezi Video
Prezi Design
