1. Sales Training & Development
Featuring Joe Ellers

2. 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

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

4. 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

5. 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

6. 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

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

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

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

10. 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

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

12. Presented By: Joe Ellers
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