If Your Sales Training Doesn't Include the Following,
Don't Do It!

What is needed is a complete, ongoing Learning Plan that helps experienced salespeople learn new skills, apply them and measure their effectiveness.

With each phase of the Learning Plan, a variety of tools must be used to maximize the learning experience. The selling skills of each experienced salesperson must be measured before training, following initial training and at the time of Certification. Reinforcement immediately follows training. Retraining follows assessment. This provides sufficient feedback and learning opportunities for each salesperson to master the skills that lead to Certification and the achievement of your Company's learning objectives.

Prepare salespeople and managers: Align learning objectives with business goals. Complete pre-training and pre-assessment.

Mass Learning: Install a selling foundation and "Best Sales Practices" that the entire company will follow. Apply learning while it is being taught.

Reinforce: Spaced Learning: Transfer new skills into the field where they begin to make a difference. Involve managers and measure compliance to the Learning Plan.

Measure Learning: Assess learning and identify skill gaps that are impeding performance improvement.

FilI Learning Gaps: Prepare salespeople for Final Certification by retraining based on the results of Assessment.

Conclusion: Without a Learning Plan, your experienced sales force is obsolete. For more information on how to assess your sales team and avoid this, contact Payroll Marketing Systems.