The purpose of the Sales Training Procedure is to identify important subject areas for competency, create a sales training plan that meets training needs, implement the plan, and monitor and improve the plan as required.
The Sales Training Procedure applies to sales management and the sales department in creating and executing the sales training plan. strong> (18 pages, 1540 words)
Sales Training Responsibilities:
The Sales Manager should create and implement the AD1050-3SALES TRAINING PLAN, and maintain the AD1050-1SALES COMPETENCY MATRIX and AD1050-2 INDIVIDUAL SALES TRAINING RECORD.
Top Management should approve the AD1050-3 SALES TRAINING PLAN.
All Sales Personnel should participate in the department training as specified in the AD1050-3 SALES TRAINING PLAN
Sales Training Plan Definitions:
Training – Any formal or informal, organized effort or instruction to improve knowledge, skills, or competence levels.
Skill – An ability, coming from one’s knowledge, practice, aptitude, etc., to do something consistently well
Competency – The quality of being adequately or well qualified physically and intellectually to perform particular tasks.
Want conflict? Try to do everything at once. New Business needs a central point of control to prioritize opportunities and match them with limited resources. Program managers need processes and coaching for evaluating, bidding, winning new programs. Someone has to dole out production resources to service the business once you win it.
Even if your company was founded on technical expertise and problem-solving capabilities, a sales culture gives you the rudder to steer for the growth you want, for the growth that throws off cash today, and builds asset value in your company. Keep in mind growth requires an adequate sales training plan.
You and all your employees, customers, referral sources, partners, need to know what you are selling, to whom, and what makes you special. A consistent story should validate and support conversations happening every day.
Even with a sales culture, as an executive you need to spend your time closing deals, not prospecting for them. Lead Gen creates leverage through the Internet to give lookers a reason to call, a buyers a reason to talk. Spend time closing deals, not opening doors.