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Sales Training Basics by Angela Siegfried

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5 Phase 2: Examining Sales Team Goals and Needs

Paul Smith

 
wsa 

What’s Inside This Chapter

In this chapter, you’ll learn
  • How to respond to training requests
  • How to conduct a needs assessment
  • How to determine who needs to attend training
  • Alternatives to classroom training
  • How to target the right participants
  • Methods for gathering data
  • How to use a training contract.

This chapter focuses on the second phase of the Rapid Development Blueprint for Sales Training, discussed in chapter 3. The examine phase is extremely important to your success as a sales trainer because you will be able to tie the broader sales environment you explored in ...

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