Sales Training & Development Featuring Joe Ellers

Featured Presenter: Joe Ellers- Consultant, Trainer, Speaker & Business Strategist. Author of: -The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

Salespeople are “people” too Annual evaluations Joint calls Sales Projects

Do an annual development matrix Determine the key “Knowledge, Skills and Behaviors” Knowledge: What they need to know Skills: Tangible things such as “prospecting” Behaviors: What they need to do

Create a rating system ++ = Good enough to teach + = Above average - = Needs to improve Rate each of your people on this scale—formally as part of their annual review

Review the document you created What area is your team the strongest? Weakest? Who has the most +s? Who has the most –s? Decide how you will address each issue: Training, Coaching or Sales Projects

You have some choices Training Homegrown Off-the-shelf Outside resource There are pros and cons to each

More choices Coaching You Another salesperson Another resource in your organization Again, there are trade-offs

A final choice Sales Projects Sometimes, you just need to give out an assignment Remember to be specific

Follow-up is always the key Establish a training/development calendar Use your joint calls Performance reviews—as often as necessary Look for other forms of feedback Never let a follow-up date slip

Action Items Decide what is important Decide who needs it Decide how to do it Put a plan together Follow your plan

Presented By: Joe Ellers More learning tools are available for sales managers, executives and sales professionals by visiting; www.joeellers.com Thank You