A Customer-centric sales training is made of…
INITIAL DATA
1. BUSINESS GOAL
Don’t
provide training if it’s not clear why you’re doing it.
Business goals include things like increasing revenue and efficiency or decreasing costs and waste.
Business goals include things like increasing revenue and efficiency or decreasing costs and waste.
2. TASKS
Identify
the performance gap between what your employees can do now, and what they must
be able to do.
The tasks will be to fill this gap.
The tasks will be to fill this gap.
3. CHARACTERISTICS
Determine
the training’s features that will be most effective for the employees. Do they
like computer-based or instructor-led training,
do they learn better from reading, listening, or doing…
4. INITIAL LEVEL
Group
your employees to offer suitable options.
There are different levels of achievement in each area like beginner, intermediate, advanced.
There are different levels of achievement in each area like beginner, intermediate, advanced.
5. TRAINING ACTIVITIES
Specify
the training activities that will help employees to do their tasks.
They may include explanations, demonstrations, workshops, hands-on practice etc.
They may include explanations, demonstrations, workshops, hands-on practice etc.
6. COACHES, TRAINERS, INSTRUCTORS…
Find the best approach for your trainee.
Different pieces of training need different solutions such as internal instructors, external coaches or their combination.
Different pieces of training need different solutions such as internal instructors, external coaches or their combination.
CONTENT
7. SALES SKILLS SECTION
Create
your main training section.
This section may include sales methodology, the psychology of sales, objection handling, pre-call planning, meeting and demo best practices, targeting customer profile…
This section may include sales methodology, the psychology of sales, objection handling, pre-call planning, meeting and demo best practices, targeting customer profile…
8. PRODUCT SECTION
Draw up
your product section.
It may contain the origin story of the product, features, benefits, the target market, value for customers, the key business cases, competitor landscape…
It may contain the origin story of the product, features, benefits, the target market, value for customers, the key business cases, competitor landscape…
9. SYSTEMS/PROCESSES SECTION
Discover
the nitty gritty of the sales process.
This section may include sales process through the funnel, CRM data entry, use of the technology stack, executing a proof of concept, onboarding a new customer…
This section may include sales process through the funnel, CRM data entry, use of the technology stack, executing a proof of concept, onboarding a new customer…
FINAL DATA
10. TRAINING’S EVALUATION
Evaluate
the effectiveness of the training.
Do it at four different levels: employees’ reaction to training, employees’ testing, employee’s post-training job behavior, quantifiable business results.
Do it at four different levels: employees’ reaction to training, employees’ testing, employee’s post-training job behavior, quantifiable business results.
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