Three Checkpoints for Designing Sales Training Programs

by Sue Schnorr on November 5, 2012

When most people plan for a day of sales training, visit this they tend to think of it as just that, ed an event. Sadly, most people overlook three simple, yet important checkpoints when they are designing sales training programs. By taking these into consideration when you are planning, you will increase the chances of getting results on the job and improving performance. That’s what we’re looking for when we send reps to sales training –results, right?

 
Before Training – Do a Needs Assessment. Analyze what your learners ‘needs truly are – and design your program to suit those exact needs. Also, before attending a session, have reps work with their managers to identify challenging prospect and client situations and bring those scenarios to the workshop.

 
During Training – Make the activities realistic and product oriented. Align the training to sales reps’ learning styles and make it engaging and relevant! Ensure that the training is credible. Have learners come prepared with ideas they can work on at the session so they think it’s a good use of their time.
For example, if a rep is having a difficulty getting through to a prospect in a scenario he identified pre-session, other reps can share best practices for handling that. Or, if a rep is having a hard time pinpointing a client’s needs, he can role-play in a questioning activity. If a manager notices that a rep is losing a prospect’s attention in a product demo, he can have that rep practice in a hands-on demonstration skills activity to ensure the rep learns how to describe the products in terms the customer wants to hear (benefits).

 
After Training – Reps will create an Action Plan at the session and be held accountable so the learning is transferred. Managers should be involved in the learning and actively coach afterwards to ensure that the skills are reinforced and used on the job.

 

By following these three checkpoint recommendations, you will ensure that your training program is not simply an event. It will become a transfer of knowledge that leads to growth in the field and results in business.

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