10. TRAINING TO TRAIN THE SALES TEAM (1-2 days)
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
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