Recommendations For Types of Sales Training Exercises
The simplest recommendation that can be made is to solidify the sales process
. Different companies have different sales process and the efficiency when executing a process is crucial to sales success. Training can strengthen skills of a sales person since it translates theory into practice.
Here are the recommendations for type of sales training exercise:
1) Prospecting exercise. Identifying the right prospect for a company and product is imperative. Most of the time, sales persons just inherit the customers from someone and no special attention is given to actively looking for fresh leads. This is best done on the field, involving both the sales force and management.
2) Sales tracking exercise. Things to be managed must first be measured. Sales persons often have to come up with their own sales tracking because companies are short on budget for customize sales tracking solution. In actual fact, not all numbers need to be measured, but some do, like hours spend on a call.
3) One to one sales exercise. This is routine. It is called a role play, mock detailing and many other names. It emulates the face to face selling situation where sales persons got to practice their selling skills and fine tune it.
4) Big group presentation. This is a public speaking cum forum exercise. Sales persons practice their presentation skills, with or without multimedia tools and attention need to be given to how effective the message is delivered. Then they can also train on how to handle question and answer session.
5) Telephone skills. This is probably a skill where many companies take for granted. There are times when sales persons are short of time to make sales call but just enough time for a phone call. Opportunity like that should not be pushed aside, but since no particular attention is given in this area, there is less than impressive results reported by them.
Recommendations For Types of Sales Training Exercises