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Sales Training

Transcript: IBM: The Global Sales School Virtual Learning Sales School System Foundation Software Basics Student Quotes “It is definitely not just a product selling course. It is more a value selling, with emphasis on financial selling.” Server Sales Specialist, Jakarta, Indonesia “Very dynamic, a lot of practice activities. Really interesting!” Storage Sales Specialist, Bogota, Colombia “A very good follow-up on the recent GSS course that I took last month.” zITA, Manila, Philippines Sales Training as a Crucial Investment Training is important for developing and keeping good employees. The need for training is continual. Training has the fastest ROI the company can make. Assess Training Needs Need for training only become apparent after a decline in sales Different training for different experiences 1. Increase sales or profit 2. Create positive attitudes and improve selesforce morale 3. Assist in salesforce socialization 4. Reduce role conflict and ambiguity 5. Introduce new products, markets, and promotional programs 6. Develop salespeople for future management position 7. Ensure awareness of ethical and legal responsibilities 8. Teach administrative procedures 9. Ensure competence in the use of sales and sales support tools, such as CRM technology 10. Minimize salesforce turnover rate 11. Prepare new salespeople for assignment to a sales territory 12. Improve teamwork and cooperative efforts Typical Sales Training Needs Sales Techniques Product knowledge Customer knowledge Competitive knowledge Time and territory management (self-management) Design Training Program (cc) photo by Metro Centric on Flickr Set training Objectives Role of sales training in salesforce socialization During the socialization, a salesperson must receive an initiation to the task and a role definition. Evaluate alternatives Agenda: IBM: The Global Sales School Role of Training Training as an Investment Managing the Training Process Assess Training Needs Sales training objectives Sales Trainers Sales Training Locations Sales Training Methods Sales Training Media Evaluation Methods of Needs Assessment Salesforce Audit Performance Testing Observation Salesforce Survey Customer Survey Job Analysis Method Percent Indicating as Effective ............................................................................................................................ Sharing sales methods and language with the sales team 49 Coaching by the sales manager 46 Follow-up training classes 43 Clear statement of management expectations 39 Incentive compensation for new sales behaviors 36 Technology reinforcement and support 33 Coaching by outside specialists 30 Participation in a community Web site based on the training 11 Classroom/ Conference Training On-the-job Training Behavioral Simulations Absorption training (cc) photo by jimmyharris on Flickr Classroom Classroom only and Virtual ................................................................................................. Number of physical attendees 500 100 Number of virtual attendees 0 400 Travel (avr 10 hrs per person) 5.000 1.000 Manpower cost (50$ per hr) $250.000 $50.000 Travel (avr 800$ per person) $400.000 $80.000 Venue rental $100.000 $25.000 .................................................................................................. $750.000 $155.000 Selecting Sales Trainers (cc) photo by Franco Folini on Flickr Evaluation Assess Needs and Objectives Web, Video, telephone conference Set Training Objectives Evaluate alternatives Sales trainings Conduct Follow-up and Evaluation Selecting Sales Training Media "Sales Performance International" "Richardson" "Achieve Global" Sources: Sales Management: Analysis and Decision Making, 8th edition. Ingram, Thomas N. Thank you! internal or external trainers? Selecting Sales Training Methods (cc) photo by Metro Centric on Flickr By Arianne Pelle and Evgeniya Kalanova Selecting Sales Training Locations Sales Trainings Managing the sales training process

Sales Template

Transcript: What the Award Winning Holiday Inn Battle Creek Can Do for (Company Name)! Conveniently located moments away from I-94 for easy access to all Battle Creek has to offer. Complimentary WiFi throughout the entire hotel. Business Center on the main floor. Guest Self-Laundry on 3rd floor Off-Site Dry Cleaning available Mon.-Fri. On-Site Fitness Center Passes available to Feeling Fit Fitness In-door Heated Pool set to 84 degrees Teri Pearce Corporate Sales Manager Holiday Inn Battle Creek 12812 Harper Village Dr. Battle Creek, MI 49014 D: 269-589-9530 P: 269-979-0500 F: 269-979-0501 E: Company Logo Here Walmart Meijer Kohl's Menards Executive Boardroom Free WiFi Iron with Ironing Board Coffee Maker Complimentary Parking Around Entire Building Perfect blend of Old-World traditional hospitality and contemporary design with modern amenities. With more than 5,000 sq. ft. of meeting space. Full-Service restaurant, Cereal City Grill, located off lobby. Open for breakfast and dinner daily. Restaurant, Lounge, and Patio Types of Events: *Trainings *Receptions/Dinners *Seasonal/Annual Parties *General Meetings *Conferences *Ceremonies *Auctions *Tournaments *Fundraiser Events Etcetera Best Buy Rue 21 Macy's JC Penney's Harvest Ballroom IHG Rewards Club *Absolutely Free *Points Never Expire *Earn on Room Rate and Restaurant Charges *Redeem for Free Night Stays or Merchandise IHG Meeting Rewards Program *Attach IHG Rewards Number to Participate *3 Points/Dollar on Room Rental *2 Points/Dollar on Catering Charges Located minutes away from more than 50 retail outlets. 120 beautifully appointed guest rooms, including; family suites and executive suites

Sales Template

Transcript: Overall reach is longer-lasting vs. Finished Product By the end of the Discovery Phase, you will: Total cost: $100k Have a definitive budget for production DEFINE YOUR WHY It tackles the "why", so to speak, by showing what every athlete dreams of being...and they just happen to be wearing Under Armour. Advertising vs. Forced content Call to action is far less aggressive "That's me. I should do business with these guys?" Have a clear understanding of the style of the video Production DISCOVERY PHASE PRODUCTION PHASE It is a feeling. A brand is more than a name, logo, or look. We want them to relate to what they see. This is the most important part of creating a successful video. This is the part where we are extremely intentional in developing a plan that will drive results. Informs public about a product or service Under Armour "I Will" Campaign Communicates deals and special offers The Drive Media House Way! production phase We work through a two-phase process: VISION? Although this commercial shows a lot of Under Armour product, that's not what sells it. This commercial is successful because it connects with its target audience: athletes. Know what, when, and where we plan to shoot Throughout this phase, we work with you to ensure we are always on the same page. We'll get every piece approved before progressing. By the end of the video, the viewer will understand not just what you sell but what is at the heart of your company Brand development & awareness We want an inner part of them to say: Have a complete and approved script and storyboard How big is your Telling your story OUR PROPOSAL Leads customers to make a direct purchase Boot Country Work Country Marketing When planning CONTENT, we always This is where we make it all happen. Goal is to increase sales in a more direct manner Documentary START WITH WHY. Total cost: $20k -? scenarios/locations -? final videos Relating this to ?, we believe that the key to get your audience in the door is NOT by focusing all of our attention on the "what" (which is ?), but rather on the "why" (which is the lifestyle). Have a fully developed concept and plan for your production Customer engagement Evoke emotion DISCOVERY PHASE for your story as we said, the why is the lifestyle. Downy + Febreze: "The Extra Hour"

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