Description
This presentation highlights about planning sales training programs
Planning Sales Training Programs
Sales Training
? A salesman is born , what is the need of
training…… ? Send the guy to market and he will learn from the kickbacks he will get from market………………….. “sink or swim training” ? Salespersons learn with experience……………… ? Will that work always ????????
Sales Training
? Acts as CATALYST to improve performance
? Enhancement of skills
? Corrective actions/remedial measures ? Confidence building ? P R Activities ? Reduce Attrition ? Develop Team Spirit ? Sense of Recognition
Training Process
Analysis of training to be done – ? Job Specifications, ? Existing knowledge , ? Trainee’s background & experience , ? Existing skills & requirements (identified through discussion of performance appraisals. Analysis of trainees-Present competence & what are they lacking Deciding Training Content in terms of future requirements
Training Process contd…..
? Defining methods of delivery –
a)The Lecture b) Personal Conference c) Demonstrations d) Role Playing e) Case Discussion f) Sales Seminar or a Buzz Session – Impromptu discussion g) Gaming/ Simulation h) On the Job Training i) E - Learning j) Correspondence Courses
? Implementation ? Evaluation & follow up
Kipling’s six honest serving-men
? WHAT
? WHO
? WHY ? WHEN ? HOW ? WHERE ? These are the six honest serving-men – They
taught me all I know-----------------R Kipling
ACMEE Approach to Sales Training
AIM
CONTENT
METHO D HOW
WHY
WHAT
EXECUTIO N WHO WHEN WHERE
EVALUATI ON
Redesign
Motivation in Sales Job
? What is Motivation ??
? Why do we need to motivate the sales persons??
? Sales job is not a fixed time job. ? Role Conflicts ? Tendency towards Apathy ? Feeling of Isolation
Theories of Motivation
? Hierarchy of Needs theory-- A H Maslow’s
Hierarchy of human needs ? Motivation-Hygiene Theory – Frederick Herzberg – Satisfiers & Dissatisfiers ? Achievement – Motivation Theory – Highly Self Motivated Persons - David MecClelland ? Expectancy Model – Developed by Vroom – How much an individual strongly feels that his efforts will make him achieve the goal. If he achieves the goal, how strong does he feel that his efforts will be acknowledged for rewards. And further will that reward satisfies his personal goal?
Sales Force Performance Management
Corrective Actions in Sales Force Management
Reasons to start a corrective actions a) When ethics have been compromised – Immediate termination is appropriate. b) When performance over a long time is below expectations c) When cost of retraining an employee is more expensive than rehiring
Corrective Action Process
? Counseling
? Written Warning
? Final Written Warning ? Termination
doc_130142825.ppt
This presentation highlights about planning sales training programs
Planning Sales Training Programs
Sales Training
? A salesman is born , what is the need of
training…… ? Send the guy to market and he will learn from the kickbacks he will get from market………………….. “sink or swim training” ? Salespersons learn with experience……………… ? Will that work always ????????
Sales Training
? Acts as CATALYST to improve performance
? Enhancement of skills
? Corrective actions/remedial measures ? Confidence building ? P R Activities ? Reduce Attrition ? Develop Team Spirit ? Sense of Recognition
Training Process
Analysis of training to be done – ? Job Specifications, ? Existing knowledge , ? Trainee’s background & experience , ? Existing skills & requirements (identified through discussion of performance appraisals. Analysis of trainees-Present competence & what are they lacking Deciding Training Content in terms of future requirements
Training Process contd…..
? Defining methods of delivery –
a)The Lecture b) Personal Conference c) Demonstrations d) Role Playing e) Case Discussion f) Sales Seminar or a Buzz Session – Impromptu discussion g) Gaming/ Simulation h) On the Job Training i) E - Learning j) Correspondence Courses
? Implementation ? Evaluation & follow up
Kipling’s six honest serving-men
? WHAT
? WHO
? WHY ? WHEN ? HOW ? WHERE ? These are the six honest serving-men – They
taught me all I know-----------------R Kipling
ACMEE Approach to Sales Training
AIM
CONTENT
METHO D HOW
WHY
WHAT
EXECUTIO N WHO WHEN WHERE
EVALUATI ON
Redesign
Motivation in Sales Job
? What is Motivation ??
? Why do we need to motivate the sales persons??
? Sales job is not a fixed time job. ? Role Conflicts ? Tendency towards Apathy ? Feeling of Isolation
Theories of Motivation
? Hierarchy of Needs theory-- A H Maslow’s
Hierarchy of human needs ? Motivation-Hygiene Theory – Frederick Herzberg – Satisfiers & Dissatisfiers ? Achievement – Motivation Theory – Highly Self Motivated Persons - David MecClelland ? Expectancy Model – Developed by Vroom – How much an individual strongly feels that his efforts will make him achieve the goal. If he achieves the goal, how strong does he feel that his efforts will be acknowledged for rewards. And further will that reward satisfies his personal goal?
Sales Force Performance Management
Corrective Actions in Sales Force Management
Reasons to start a corrective actions a) When ethics have been compromised – Immediate termination is appropriate. b) When performance over a long time is below expectations c) When cost of retraining an employee is more expensive than rehiring
Corrective Action Process
? Counseling
? Written Warning
? Final Written Warning ? Termination
doc_130142825.ppt