Sales Training Plan Overview

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The TEAM Approach 800-864-4911

Training Plan Objectives

Business Objectives
Determine which business objectives you want to impact.
Example Objectives: -Increase Market Share -Reduce Turnover -Improve profitability -Raise Sales Productivity

Skill Objectives
Identify the skills that will lead to achieving your business objectives.

Training Objectives
Design a training plan that develops the needed skills.

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.

Training Implementation Plan

The Action Selling Process Provides:
A common selling language An actionable, structured process A strategic and tactical mindset A sustainable competitive advantage Coachable skills

Best Sales Practices

Action Sellings open architecture requires the training to be tailored to your company, products and marketplace.

Your sales process documented.

will

be

clearly

defined

and

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. Sample Sales Cycle
Milestone #1
Initial Contact

Commitment Objective
Set Appointment for a Meeting

Milestone #2
Meeting with Initial Contact

Commitment Objective
Set Meeting with Decision-Maker(s)

Milestone #3
Meeting with Decision-Maker(s)

Commitment Objective
Set Meeting to Present Proposal

Milestone #4
Proposal Meeting

Commitment Objective
Secure the Order

Milestone #5
Product Delivery

Commitment Objective
Determine Future Business Opportunities

Sample Sales Cycle

Clearly define your sales process.
Milestone #1
Initial Contact

Commitment Objective
Set Appointment for a Meeting

Milestone #2
Meeting with Initial Contact

Commitment Objective
Set Meeting with Decision-Maker(s)

Milestone #3
Meeting with Decision-Maker(s)

Commitment Objective
Set Meeting to Present Proposal

Milestone #4
Proposal Meeting

Commitment Objective
Secure the Order

Milestone #5
Product Delivery

Commitment Objective
Determine Future Business Opportunities

* Your sales cycle may be longer or shorter than the one above

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. 87% of all sales training is lost within 30 days due to the absence of reinforcement.
TRAINING

Guarantees the long-term impact of the training. Produces a significant return on your training investment.

I M P R O V E M E N T

87% loss within one month*

*Source:Huthwaite study published in American Society for Training & Development Journal
TIME

Field Reinforcement Exercises

In 12 Weeks New Skills Become Habit.
1. 2. 3. 4. 5. 6. 7. 8. 9. Setting the Best Sales Call Objectives Developing Rapport and Interest Rate the Quality of Your Prospects Identifying a Differentiated Sales Position Identifying a Deeper Level of Need Knowing Your Competitive Strengths Improve Your Company Story Present the Best Solutions Ask for Commitment More Consistently

10. Defeat Stalls and Objections

11. Plan Better Sales Calls

12. Review Your Action Selling Performance
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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.

Measuring the Outcome of Sales Development

Individual Skills Improvement

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.

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.

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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

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Action Selling Training System

TRAINING MATERIALS

REINFORCEMENT MATERIALS

CERTIFICATION MATERIALS

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TRAINING MATERIALS

Selling Skills Benchmark

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

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REINFORCEMENT MATERIALS

Selling Skills Assessment Skill Drills

Skill Drills Video Provides spaced learning Reviews key modules of training Reinforce and apply concepts

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

Selling Skills Assessment Measure learning status 69 questions, 40 minutes 5 critical selling skills are analyzed

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CERTIFICATION MATERIALS

Action Selling Certified

Certification Exercises Final Certification Assessment Your Name

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 Measure knowledge and application 64 questions, 40 minutes Certify trained salespeople

Action Selling Certificate Certify on critical skills Overall score of 75% required Achieve learning objectives

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Action Selling Impact*

16% 14% 12% 10% 8% 6% 4% 2% 0%

Sales Growth
15.8%

7.7%

Action Selling Certified Salespeople Grow Their Sales at Twice the Rate of Non-Certified Salespeople, While Increasing Margins.

N on-Certified Salespeople

Certified Salespeople

Margin Improvement
16.6% 16.5% 16.4% 16.3% 16.2% 16.1% 16.0% 15.9% 15.8%
16.1 % 16.6 %

*Based on studies of 1,250 salespeople, representing over $3B in sales revenue.

N on-Certified Salespeople

Certified Salespeople