| Increase sales training is necessary if you wish to | | | | due to poor attitudes and habits demonstrates |
| make 2007 better than 2006. Given that most | | | | why most sales force training is ineffective to |
| companies now compete in a global market, | | | | non-sustainable. |
| today's sales force must be trained to close more | | | | 5. Identify desired results to ensure positive |
| sales. These 7 tips may help you increase your | | | | return on investment (ROI) When the sales force |
| sales force training results. | | | | training is aligned to the strategic plan, the sales |
| | | | training is immediately aligned to the desired |
| 1. Align sales force training to the strategic plan | | | | results. If this is not the case for your business, |
| Before establishing any sales force training, the | | | | then identify the desired results to include |
| strategic plan needs to be reviewed to ensure | | | | pre-determined benchmarks such as number of |
| alignment between the training and the existing | | | | leads, number of appointments, number of |
| plan. If there is not a strategic plan, then the | | | | meetings, number of closes, number of follow-ups |
| executive management needs to develop a | | | | and number of referrals. |
| strategic plan immediately. Alignment is critical to | | | | 6. Schedule training on consecutive weeks Many |
| the success of any organization especially when | | | | sales force training engagements are one to two |
| establishing goals from sales force training to | | | | days without reinforcement. Scheduling training |
| marketing. | | | | and development on a weekly basis for no more |
| 2. Infuse a proven sales process The benefit of a | | | | than 2 hours each session will increase cognitive |
| proven sales process is in the sales process steps. | | | | retention, provide opportunities for practice and |
| Clearly defined steps allows individuals to know | | | | constructive feedback. Research suggests that a |
| when to proceed forward during the sales and | | | | one time exposure to a learning event after 16 |
| when to stop. Additionally, a proven sales process | | | | days delivers 2% cognitive retention while multiple |
| helps to make the necessary course corrections | | | | exposures to that same learning event deliver |
| not to mention identifying any mis-steps during | | | | 65% retention. What makes more sense to you? |
| the selling activity. | | | | 7. Combine sales force training with corporate |
| 3. Include mentors as part of communication | | | | coaching Corporate coaching provides |
| feedback Mentors can provide communication | | | | opportunities for continued reinforcement after |
| feedback. This tips allows the sales force training | | | | the initial sales force training or developmental |
| participants to share what is working and provide | | | | sessions have been completed. Given that |
| some guidance from those who have more | | | | research confirms that one on one executive |
| experience. | | | | coaching delivers a significant return on |
| 4. Develop attitudes and habits Attitude is | | | | investment, including corporate coaching will only |
| everything. Unfortunately in most sales force | | | | increase the return on investment. |
| training, attitudes are not consistently developed. | | | | Are these the only 7 tips for improved sales |
| The continued focus on knowledge and skills to | | | | force training? No, but they do provide a solid |
| improve performance through sales force training | | | | foundation from which to create a high |
| while performance failure more often than not is | | | | performance sales force. |