An overview of whats covered in the one day 12 step Pathway to Sales Success that will give your salespeople the tools for proven measurable results.
- The 4 Levels of Selling. How does your sales team measure up?
- The Compass – the 3 M’s. Motivation, Mindset & Methodologies.
- The key to building successful selling habits.
- The ‘New Breed of Account Manager’ and how to be one.
- Getting the appointment. Part one.
- Level 4 Prospecting.
- Body language – a ‘how to’ when prospecting and presenting.
- Getting the appointment – Part two.
- A Challengers DNA. Level 4 top performance. How to aim higher for better results!
- Is your client being served?
- How to write and present a Level four presentation.
- Don’t forget to FLAP – finish like a pro.
2 Package Options available
1 day of sales training for entire sales team followed by 2 days of one on one training for 4 pre-selected salespeople and 3 months of follow up coaching
Day 1. Sales Fundamentals meets with the 4 selected salespeople that the GSM has selected to work with including a one on one review directly with the 4; a review of their sales experience, account activity, motivation and mindset.
Day 2. The Pathway to Sales Success second day consists of an intensive one day of training for entire sales department (rookies to seasoned pros as laid out in the 12 step module attached) includes sales best practices, new sales approaches and techniques, motivational work, videos, workbook practice with leave behind, role playing, in depth discussion and demonstrations.
Day 3. Sales Fundamentals continues with the 4 salespeople to determine an actionable plan based on new learning. Following 3 months the plan is worked in six Skype one on one coaching sessions. The goal is to work on the Level 4 prospecting as a daily habit; identifying 5 target accounts to develop and grow revenue plus a look at 3 on air accounts with a view to dig deeper and secure more revenue. The goal is for each salesperson to achieve an increased revenue target and add new prospects.
One day Intensive
One full day of training in your office boardroom as outlined in Pathway to Sales Success Day 2 with comprehensive workbooks and role playing.
How To Measure Your Training ROI & Effectiveness.
One of the hardest metrics in sales is to calculate the value of your sales training and how to measure these metrics.
There are two key methods of evaluating and calculating your sales training ROI:
- Kirkpatrick’s Evaluation Model (1959)
- The Phillips Model of Training Evaluation (1980)
The best-known method of analyzing the effect of sales training is Kirkpatrick’s Evaluation Model.
The Kirkpatrick Model is a globally recognized method of evaluating the results of training and learning programs. It assesses both formal and informal training methods and rates them against four levels of criteria: reaction, learning, behavior, and results.
Level 1: Reaction
The first level is learner-focused. It measures if the learners have found the sales training to be relevant to their role, engaging, and useful.
Level 2: Learning
This level focuses on whether or not, the learner has acquired the knowledge, skills, attitude, confidence, and commitment that the sales training program is focused on.
Level 3: Behaviour
This step is crucial for understanding the true impact of the training.
It measures behavioral changes after learning and shows if the learners are taking what they learned in training and applying it as they do their job.
Level 4: Results
This level focuses on whether or not, the targeted outcomes resulted from the training program, alongside the support and accountability of organizational members.