Book description
Sales people are often a breed apart; being their trainer is an ambitious, but rewarding challenge. Founded in the competencies of world-class selling, this new title approaches training sales people with the most excellent strategy—effective, results driven training that closes sales. Siegfried, with Nationwide Insurance, offers readers a useable, practical methodology for keeping sales people engaged and learning, ensuring that they don't feel like they're wasting their time and their managers can justify their time in the classroom. Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. This new title also addresses the power of blending both classroom and technology-bases approaches that give sales professionals what they really want – more time in the field selling.
Table of contents
- Cover
- Title Page
- Copyright
- Content
- About the Training Basics Series
- Preface
- Acknowledgements
- Chapter 1: Preparing to Train the Salesforce
- Chapter 2: Partnering with the Sales Team
- Chapter 3: Accelerating Sales Training Impact
- Chapter 4: Phase 1: Exploring the Sales Environment
- Chapter 5: Phase 2: Examining Sales Team Goals and Needs
- Chapter 6: Phase 3: Enabling Sales Team Learning
- Chapter 7: Phase 4: Executing Your Value-Added Solution
- Chapter 8: Phase 5: Evaluating Your Impact
- Chapter 9: Making Your Sales Training Stick with Coaching
- Chapter 10: Leveraging Subject Matter Experts for Impact
- Chapter 11: Developing a Sales Training Brand
- Conclusion
- Resources
- About the Editor
- About the Contributors
- Index
Product information
- Title: Sales Training Basics
- Author(s):
- Release date: December 2009
- Publisher(s): Association for Talent Development
- ISBN: 9781562866761
You might also like
book
Sales Training
This book focuses on three key skills all sales professionals must have: thinking, communicating, and networking. …
book
Measuring the Success of Sales Training
It has never been more important to show examples of sales skills at work. The process …
book
The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales …
book
Next Level Sales Coaching
PRAISE FOR NEXT LEVEL SALES COACHING "Steve Johnson and Matthew Hawk have created the most comprehensive, …