Training, Motivating, Compensating and Leading the Salesforce

• Managing the sales training process • Assess sales training needs – Assess sales training needs – Degisn and execute sales training programme – Evaluation and Reinforcement of sales training programme • Methods used for assessing training needs – Sales manager’s observation – Sales force survey – Customer survey – Performance testing – Job description – Salesforce audit • Popular sales training needs – Product knowledge – Customer knowledge – Competitive knowledge – Sales techniques (or selling skills) – Company knowledge • Design and execute sales training programme – Aims (why?) – Content (What?) – Method (How) – Execution (Who, When, Where, What?) – Evalution • Designing the sales training programme – Aims/ objectives of sales training (why is sales training needed?) – Content of training programme (what should be the content of sales training?) – Sales training methods (how will the sales training be conducted?) o Class room/ Conference Training o Lectures, Demonstrations, Group Discussion o Behavioral Learning o Role playing, case studies, simulation games o Online Training o EPSS, Interactive Multimedia training, Distance Learning o Absorption Training/ Self study o Audio cassettes, Manuals, Books, CD-Rom

What people remember
10% of what they read
20% of what they hear
30% of what they see
50% of what they hear and see
70% of what they say and
90% of what they say as they do a thing
On the Job Training
Mentoring, Job rotation
Organization