10. TRAINING TO TRAIN THE SALES TEAM (1-2 days)
WHO FOR
For General Managers, Sales Managers and Senior Sales who have an interest in keeping the competeny level of their staff at a high standard. For managers who wish to maximising their return on new staff by transferring their knowledge, skill and experience in an as effective way as possible.
AIMS OF THE PROGRAMME
• Give Sales Managers The Skills For Training Their Staff.
• To Increase The Confidence Of Individuals Within The Team And To Upskill Them All To A Common Level Of Competence.
• To Ensure Maximum Otdb And Ensure Customer Conversion Ratios Are Maximised.
• To Reduce Sales Staff Turnover And To Make Them More Effective More Quickly.
• To Enhance The Position Of The Leader, As The Leader, And To Breed Loyalty And Trust.
• To Foster A Training & Learning Culture Within The Department And Dealership.
• To Give The Sales Manager More Confidence In Their Leadership Abilities.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
• What Is Training?
• Definition, Purpose And Scope.
• Training & Your Leadership Role.
• Training, Authority & Leadership Behaviour Styles
• The Easiest Tactics To Use To Train
• Instructing, Coaching, Counselling
• When Do You Need To Train?
• What Are The Benefits Of Training For The Individual, Company, Customer And You?
• Training, Learning and Attitudes
• Behaviour, Habit & Learning
• Why Do People Learn?
• Learning & Forgetting
• Kolb's Learning Cycle and Steps To Learning
• The 4 Methods Of Learning
• What Does The Trainer Need To Think About When Preparing To Train
• Key Learning Points When Training
• The 3 Interdependent Elements Of Training
• Common Barriers to Learning & Their Solution
• How To Train
• "One To One" Training -The 5 Steps To Effective Training
• "Team" Training - Methods How To Develop Sales Executives
• Visual Aids and You As A Visual Aid
• Presentation Tips For Training
• How to Use Your Voice Effectively
• Use of Prompt Cards
• Team Questioning Skills And Their Benefit
• Effective Listening Skills
• Counselling in a Training Context
• Further Interpersonal Skills for Training
• Dealing With Problem People
• Group Interaction Techniques
• Q's, Indiv, Pairs, Small Groups, Plenary
• How To Test Knowledge When They Might Know More Than You!
• 100 Questions To Ask To Check Out Your Sales Executives Sales Process Knowledge
• Sample Sales Processes And Handouts To use To Train Your Team With
• Delegates Will Work In Pairs Preparing A Training Skill Instruction Plan For A Key Part Of The Sales Or Sales Management Process
• Each Participant Delivers Their 10 Minute Training Session Within A Group Of 3.
• Giving Constructive Feedback When Training
• Using Self Evaluation And Observers
• Role Play Principles And Benefits
• Use Of Various Media Such As Role Plays, E Learning, Self Help-Workbooks
• Induction Workbooks
• Sales Process Handouts
• Characteristics Of Good Trainers, Coaches
• Key Principles for Effective Training
• How to Evaluate Training
• Evaluating Knowledge And Skill - GAP, PDR Plans Etc