2. Continual Development of the Sales Force: Sales Training

3. Real World Sales Training An Expert’s Viewpoint:
Whirlpool developed a sales training program that mirrored MTV’s The Real World. National training manager Jackie Seib helped come up with the idea of putting a dozen or so strangers (new salespeople) in a house full of Whirlpool appliances. The new hires stay in the home for two months, using the appliances and working with engineers to learn how they work. Seib says “We really wanted them to understand the appliances as a consumer would, so they can bring real-world stories about the appliances to the sales floor.”
Action

4. Real World Sales Training An Expert’s Viewpoint:
Result
The program’s impact on revenue has yet to be determined, but it has had a positive effect on employees. Of the first 40 salespeople to complete the program, 8 have been promoted—all attributing their success to the knowledge and confidence they received as a result of the training. Even though the program costs a bit more than the two-week classroom version, Whirlpool believes that the investment is worth it.

5. Role of Sales Training in Sales Force Socialization
Sales training helps socialize the new hires, providing them with a positive:
Initiation to Task — The degree to which a sales trainee feels competent and accepted as a working partner
Role Definition — An understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks. 2

6. Sales Training as a Crucial Investment
Most organizations see a link between sales training and salesperson productivity
U.S. companies spend approximately $8.7 billion annually on training
The need for sales training is continual
Sales managers play a crucial role in the training process 2

7. Managing the Sales Training Process
Assess Sales Training Needs
Set Training Objectives
Evaluate Training Alternatives
Design Sales Training Program
Perform Sales Training
Conduct Follow-Up and Evaluation 5

8. Assess Training Needs
Determine desired skill set and levels of performance
Assess salesperson’s actual skill set and levels of performance
Analyze gap between desired and actual to determine training needs 5

9. Assess Training Needs: Methods
Sales Force Audit
Performance Testing
Observation
Salesforce Survey
Customer Survey
Job analysis 5

10. THIS IS ONLY A PARTIAL VIEW OF THE DOCUMENT.