SALES SKILLS TRAINING ~ Companies & Sales Staff development

Any professional training intervention should first be preceded by a pre-course assessment in order to achieve maximum Client ROI.

?At BizGro, we follow an assessment process to deliver on our promise of ?????????????? ?“growing your business”

?Our process follows these pre-course steps –

1.??????establish the Client current situation

2.??????what are the desired outcome expectations?

3.??????Identify skills GAP needs to meet expectations

4.??????who should be trained to produce the improvement?

5.??????the level of management participation

6.??????what skills should be trained & over what period?

7.??????how many interventions should be held?

8.??????who will be responsible for ensuring post-course implementation?

9.??????Scoring/measurement) method/s to be deployed?

10.??Calculation of ROI

?Salient points to achieving successful training outcomes –

Management

Management inclusion vital to success of interventions.

Any training has to be driven from the top or becomes a “nice to have”.

Without Management participation we are unable guarantee results delivered.

?Identifying the Desired Result

Any training should have a desired outcome in mind.

Examples of which are -

a)?????????????Improving Customer satisfaction ratings

b)?????????????Increasing conversion rates

c)??????????????Improving Employee performance & success through better supervisions

d)????????????Sustainable Sales Revenue growth

Once determined, this needs to be maintained as the core of the development process to ensure that the course meets this expectation.

?Desired Behaviours

Successful training outcomes depends on changing behaviours. Learners need to:

a)?Know what they need to do to succeed

b)?Have the capability to do it

c)??Have the motivation to do it.

In discussion with management, we examine crucial competencies, personal characteristics, abilities, behaviours & knowledge that will naturally need to the desired outcomes.

?Performance gaps

From this exercise, we can identify who needs training & required focused attention. Once this is clear, we have a foundation on which to build the course.

?Orientation

To enable relevance, we spend time in a Client’s business, gaining an

understanding of the business culture & terminologies.

Further, time in the field assists in digging out challenges faced by those at the coalface & the strengths & weaknesses of the competition.

?Pre-course homework

An important curser is to set pre-course homework for Attendees, based on the challenges faced.

This provides a great icebreaker as well as gaining an insight as to the challenges, from their perspective.

?Sales needs analysis

?Summary of pre-course information.

Ensure that all of the following points have been established.

1.??????Sales goals

2.??????Current status vs goal target

3.??????Status per salesperson

4.??????Strength & weakness analysis

5.??????Required sales activity

6.??????Sales activity measurement

7.??????Manner of tracking activity

8.??????Analysis of actual activity vs ideal activity per salesperson

9.??????Corrective action per salesperson

10.???Timeline to implement

11.???Timeline to achieve sales goals

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BizGro offers a unique guarantee on outcomes achieved vs expectations