| sales representatives are the lifeblood of your | | | | make their counter pitches. |
| company, and deserve the best training manuals | | | | 5. Price Guide. This should be as up to date as |
| you can provide. Here are a few tips to get you | | | | possible, naturally. Price increases put added |
| started. | | | | pressure on your sales force, but if they have a |
| What to Include: | | | | good understanding of why the increases have |
| 1. A contacts page. When your sales reps are out | | | | taken place, they can make a stronger argument |
| beating the streets, you never know what kinds | | | | with their clients. It is fairly unlikely that you will |
| of questions they are going to get, or that they | | | | make unnecessary increases if it is competitively |
| themselves might have. Make sure, then, that | | | | dangerous to do so, but the more information |
| they have access to the contact information of | | | | your reps have, the better equipped they are to |
| the members of your team that can answer any | | | | keep their clients. |
| sales or product-related questions that may come | | | | 6. Policies. You don't need to go into as much |
| up during the course of the day. You might also | | | | detail as you would with an employee handbook |
| want to have the contact information of all the | | | | or something of that nature, but there should be |
| reps there too, so they can share tips with each | | | | at least a rough outline of what is expected of |
| other. | | | | them, and of you, while they are out in the world. |
| 2. A strategies page. Include a list of proven selling | | | | Other Tips: |
| points and methods in an easy to read and | | | | 1. Looks and Functionality. Make the book as easy |
| understand format (perhaps color coded and | | | | to follow and read as possible. Attractiveness |
| bulleted) so your newer team members can refer | | | | counts, too. If you have designers and writers on |
| to it whenever necessary. This page can be | | | | staff, put them on the case. If not, just do the |
| updated as needed with new products, press | | | | best you can. Find an example of a manual you |
| clippings, and testimonials. | | | | like, and imitate it to your heart's content. |
| 3. Plenty of photos and other graphics. Don't | | | | 2. Organization. Make the sections clear and easy |
| simply include photos of the products, show them | | | | for your staff to find. Color coding and tabs are |
| in use by satisfied customers if at all possible or | | | | great for this. |
| appropriate. If your products entail any sort of | | | | 3. Binding Style. There are a few options here, |
| learning curve, give a down and dirty point by | | | | such as the tried and true 3-ring binder, but a |
| point example of its proper use so your sales | | | | system like the GBS Proclick provides a more |
| force knows what they are dealing with. Get the | | | | attractive option with both the durability your reps |
| best photographs that you can, and make the | | | | will need, and the ability to place new and updated |
| images large, clear, and appealing. | | | | pages in the book when necessary. These |
| 4. Competitive Information. It goes without saying | | | | machines are inexpensive and easy to use, so it's |
| that you should be up to speed on what your | | | | a great idea to have one on hand to use |
| competition is up to, and your sales force should | | | | whenever you have the need to create or |
| be as up to speed as you are. The better | | | | update your sales training manuals, reports, or |
| prepared they are with such information as pricing | | | | presentations. |
| stats and the like, the stronger they are able to | | | | |