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SALES TRAINING

Framework

For more information about the linked resources


Leverage the framework below to quickly empower below, visit the Sales Training Playbook.
your organization’s sales training strategy.

1 ASSESS 2 POSITION 3 PROCESS 4 SELL 5 PLAN 6 MEASURE

Sales Training Buying Process Stage SPIN Selling Account Scoring Sales Productivity
Customer Profile Tool
Assessment Template Questions Tool Template Metrics (Daily)

Sales Skills Competitive Analysis Qualified Lead Feature Advantage Key Account Sales Productivity
Assessment Tool Definition Tool Benefit Tool Analysis Tool Metrics (Monthly)

Sales Enablement Unique Selling Bid or No-Bid Key Account Sales Productivity
Sales Script Template
Strategy Scorecard Proposition Template Assessment Reporting Tool Metrics (Quarterly)

Competitive Products Sales Playbook Objection


Sales Forecasting Tool
Sales Reference Template Responses Tool

Sales Presentation
Template

Sales Proposal
Template

Territory Management
Checklist

Decision Maker
Influencer Map