Sales Training Checklist

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Developing Sales Training Programs:

• You can’t teach your salespeople all the selling skills in one day, but you can do this through the long-term consistent programs that cover different areas of making a sale, including some things remaining for self-education to carry out by salespeople;
• Identify the specific selling skills you need to sharpen at first. Understand what you want from sales personnel to be able to do after training;
• Identify appropriate sales training courses (see the list of possible solutions below), these are common definitions, however, different consulting companies may give their own formulations;
• Select the right training suppliers and sales trainer(s). Study their reputation, their attitudes, etc. Employ only qualified training guides who can prove their significant experience in sales;
• Identify and prepare tools: training materials, tutorial videos and recommended books, video presentations, charts, training dialog scenarios, video projection system, etc;
• Compose training schedules to engage all your sales managers at once or by small groups and to complete the course in adequate terms;
• Make sure that all theoretical tips and conceptions are intensively practiced by salespersons both in tutorial environment and with real customers;
• Elaborate and promote training techniques that you want to get focused on. For example, try to develop and cultivate an image of your typical salesperson: Competent (expert), Confident (responsible), Commited (a real professional) and Honest executive who is capable of managing long-term relations with clients (customer retention);
• Plan and control each sales training’s agenda to know how the knowledge of your salesperson progresses over the time;
• Demand to include a bigger number of practical training activities into each course, so your salespeople can smoothly link up their newly obtained theoretical knowledge with practice;
• Demand the sales training reports after each training course to track if all the salespersons were properly trained, examined and certified;
• Regularly delegate your staff members to seminars to better their qualifications;
• Establish sales training workshops where more experienced managers can share their skills with less trained personnel;

Possible Sales Training Courses:

• Knowledge Training (product/ service/ industry):
  • What we sell and to whom;
  • Why our product is the best (advantages);
  • What issues can be faced when using our product (avoiding any misuse);
  • What are our target customers and how to approach them;
  • How to contact our target customers;
  • Top competitor review;
• Effective Communications, the purposes of such a course are:
  • Cultivating a clear and pleasant speech (good articulation and language);
  • Developing skills to build correct and clear sentences;
  • Promoting interpersonal politeness and sales ethics as a profound salesperson’s professional instruments to reach and maintain steady interpersonal contacts (business confidence);
  • Teach your salespersons to initiate, secure, maintain and develop business contacts correctly (to start and keep up dialog) with sales prospects of different types and difficulty;
• Formulating and Answering Questions Effectively, the conception of such a course:
  • Good salesperson is not one who jabbers non-stop about products and services he/she tries to sell (salesman is not just an advertiser or promoter, but a manager who owns the sales process and undertakes responsibility for its results);
  • Good sales person is one who attentively listens to the prospect and accurately leads him/her (by asking certain suggestive question) to some conclusions that assist the salesperson to make a sale (but these questions should be brief and fully ethical yet);
  • Such a course is called to teach sales personnel to distinguish different types of questions and to ask only sensible questions while working with clients;
  • To understand common and corporate philosophy and psychology of questions;
  • To understand what customers want to know and what you need to know to make a sale;
  • To know the list of Frequently Asked Questions and how to answer them correctly;
• Quick Problem Solving skills:
  • Capability to invent win-win solutions and meet area of customer’s interests without harming our own ones;
  • This skill is important to a salesperson to let him/her solve any incoming problems quickly (to reach a prospect with an appropriate resolution for their issues and claims);
  •  Ability to solve problems quickly needs a good knowledge and expertise in the business area where a salesman operates, so a salesman should brilliantly know what kind of goods/products he sells and what kind of customers he usually approaches;
• Customer Background Investigation:
  • When you approach a serious corporate customer, it would be ...

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