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Continual Development of the Sales Force Sales Training PowerPoint Presentation

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On : Jan 08, 2015

In : Business & Management

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  • Slide 1 - Continual Development of the Sales Force: Sales Training
  • Slide 2 - Real World Sales Training An Expert’s Viewpoint: Whirlpool developed a sales training program that mirrored MTV’s The Real World. National training manager Jackie Seib helped come up with the idea of putting a dozen or so strangers (new salespeople) in a house full of Whirlpool appliances. The new hires stay in the home for two months, using the appliances and working with engineers to learn how they work. Seib says “We really wanted them to understand the appliances as a consumer would, so they can bring real-world stories about the appliances to the sales floor.”
  • Slide 3 - Real World Sales Training An Expert’s Viewpoint: The program’s impact on revenue has yet to be determined, but it has had a positive effect on employees. Of the first 40 salespeople to complete the program, 8 have been promoted—all attributing their success to the knowledge and confidence they received as a result of the training. Even though the program costs a bit more than the two-week classroom version, Whirlpool believes that the investment is worth it.
  • Slide 4 - Role of Sales Training in Sales Force Socialization Initiation to Task — The degree to which a sales trainee feels competent and accepted as a working partner Role Definition — An understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks. Sales training helps socialize the new hires, providing them with a positive:
  • Slide 5 - Sales Training as a Crucial Investment Most organizations see a link between sales training and salesperson productivity U.S. companies spend approximately $8.7 billion annually on training The need for sales training is continual Sales managers play a crucial role in the training process
  • Slide 6 - Managing the Sales Training Process
  • Slide 7 - Assess Training Needs Determine desired skill set and levels of performance Assess salesperson’s actual skill set and levels of performance Analyze gap between desired and actual to determine training needs
  • Slide 8 - Assess Training Needs: Methods Sales Force Audit Performance Testing Observation Salesforce Survey Customer Survey Job analysis
  • Slide 9 - BUT REMEMBER… The templates are only part of the story. What you put in them is also VERY IMPORTANT. Some may say, even more so. This is why, as a subscription member, we also provide you with the tools below to help guarantee your success. IDEAS Creative ideas generator Procrastination killer DATA Market research Industry intelligence Competitive analysis   COLLABORATE Project management Online help & support Team Management Nobody else provides you with such a comprehensive package to ensure your success and ultimately improve your career rewards and status. THIS IS ONLY A PARTIAL VIEW OF THE FULL DOCUMENT. THE REMAINING PAGES ARE INTENTIONALLY NOT SHOWN. THEY ARE ONLY AVAILABLE TO SHORT TERM AND LONG TERM SUBSCRIPTION MEMBERS AFTER LOGIN IN THE MEMBERS DOWNLOAD AREA.
  • Slide 10 - Recent Study: Most Employees Are Only Average at Critical Thinking A new survey by the American Management Association found that employees are lacking in key analytical skills, which are increasingly important for businesses to remain competitive. When it comes to analytical skills such as communication, collaboration, creativity, and problem solving, business managers and executives rate a majority of their employees as mediocre at best, according to a new survey by the American Management Association. The Critical Skills Survey, which polled 768 managers and executives, found that employers rated most of their employees as either average or below average in communication skills (62 percent), creativity (61 percent), collaboration (52 percent), and critical thinking (49 percent). Three-quarters of respondents also reported that these skills will only become more important as the workplace continues to change and expand globally. SOLVED BY OUR TEMPLATES & CREATIVITY TOOLS.
  • Slide 11 - Five Reasons That Business Teams Fail (Source: Inc) Business teams are assembled to tackle a task, manage a project, find solutions or create plans. Team members are chosen based on individual expertise, experience, knowledge and the ability to plan strategically. Putting together the perfect team does not automatically ensure success. Several studies have shown the failure rate to be 70%. Teams fail for a variety of reasons. Undefined Roles - It is important to clearly define the role of each team member, and to lay out the expectations for each role, along with the responsibility each role has to the task. Poor Dynamics - Team members need to interact in a productive way. Though each member may be an expert in his field, he also needs to be good at communicating with fellow team members. Team members must feel a loyalty to the team as well as to each other. Lack of Vision - Without understanding the purpose and goal for the team, members will quickly lose enthusiasm and motivation. Time Management - A team may have the perfect plan to reach its goal, but unless it can manage the time needed to put the plan into action, failure will occur. Incorrect Analysis - A business solution is usually based on market data or other analysis and is therefore only as good as that data or analysis. Poor market research or industry analysis will cause the team to fail in its mission not because team members are inefficient, but because the conclusions and recommendations were based on bad data. SOLVED BY OUR PROJECT MANAGEMENT AND MARKET RESEARCH AND INTELLIGENCE TOOLS.
  • Slide 13 - ppt slide no 13 content not found

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