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Training Plan Objectives

Business Objectives
Determine which business objectives you
want to impact.
Example Objectives:
-Increase Market Share

-Improve profitability

-Reduce Turnover

-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

Commitment Objective

Meeting with
Initial Contact

Set Meeting with


Decision-Maker(s)

Milestone #3

Commitment Objective

Meeting with
Decision-Maker(s)

Milestone #4
Proposal Meeting

Milestone #5
Product Delivery

Set Meeting to
Present Proposal

Commitment Objective
Secure the Order

Commitment Objective
Determine Future
Business Opportunities

Sample Sales Cycle


Clearly define your sales process.
Milestone #1

Commitment Objective

Initial Contact

Set Appointment for a


Meeting

Milestone #2

Commitment Objective

Meeting with
Initial Contact

Set Meeting with


Decision-Maker(s)

Milestone #3

Commitment Objective

Meeting with
Decision-Maker(s)

Set Meeting to
Present Proposal

Milestone #4

Commitment Objective

Proposal Meeting

Secure the Order

Milestone #5

Commitment Objective

Product Delivery

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.

Guarantees the long-term impact of the training.


Produces a significant return on your training investment.

TRAINING

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.

Setting the Best Sales Call Objectives

2.

Developing Rapport and Interest

3.

Rate the Quality of Your Prospects

4.

Identifying a Differentiated Sales Position

5.

Identifying a Deeper Level of Need

6.

Knowing Your Competitive Strengths

7.

Improve Your Company Story

8.

Present the Best Solutions

9.

Ask for Commitment More Consistently

10. Defeat Stalls and Objections

11. Plan Better Sales Calls


12. Review Your Action Selling Performance
7

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.