Sales Training Plan

8/20/2019 Sales Training Plan

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Training Plan Objectives

Determine which business objectives you

want to impact.

Example Objectives:

-Increase Market Share -Improve profitability

-Reduce Turnover -Raise Sales Productivity

Identify the skills that will lead to achieving

your business objectives.

Design a training plan that develops the

needed skills.

Business Objectives

Skill Objectives

Training Objectives



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

• A common selling

language

• An actionable,

structured process

• A strategic and

tactical mindset

• A sustainable

competitiveadvantage

• Coachable skills

The Action Selling Process Provides:

3



Best Sales PracticesAction Selling’s “open architecture” requires the training to be

tailored to your company, products and marketplace.

•

Your sales process will be clearly defined anddocumented.

• 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.

Milestone #1 Commitment Objective





Initial Contact

Meeting with

Initial Contact

Set Meeting with

Decision-Maker(s)

Meeting with

Decision-Maker(s)Set Meeting to

Present Proposal

Proposal Meeting Secure the Order

Product DeliveryDetermine Future

Business Opportunities

Set Appointment for

a Meeting

Sample Sales Cycle



Sample Sales Cycle






Initial Contact

Meeting with

Initial Contact

Set Meeting with

Decision-Maker(s)

Meeting with

Decision-Maker(s)

Set Meeting to

Present Proposal

Proposal Meeting Secure the Order

Product DeliveryDetermine Future

Business Opportunities

Set Appointment for a

Meeting

Clearly define your sales process.

5*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 transferenceofskills to the field.

• Allows business objectivestobe achieved.

• Guarantees the long-term impactof the training.

• Produces a significant returnon your training investment.

87% loss within

one month*

TRAINING

TIME

IMPR

OVEM

ENT

*Source:Huthwaite s tudy published in American

Society for Training & Development Journal

87% of all sales

training is lostwithin 30 days dueto the absence of

reinforcement.



Field Reinforcement Exercises

In 12 Weeks New Skills Become Habit.

7

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



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 SkillsAssessment:

•Pinpoints eachstudents’ individual strengths andweaknesses.

•Usedtoshowthe progression of improvement.

• ActionSellingSkillsAssessment:

•Provides managers with a coachingand retrainingstrategy.

•Formulatesan aggressive plan tofurthersharpen skills.

• ActionSelling FinalCertification:

•Tracksskillgaincompared tobusinessobjectives.

•Certifies the selling competencyofeachsales person.

Documents

Sales Training Plan