About
Contact Us
Onsite Training
DIY Sales Training
Chuckisms
Purpose
Sales Tools
Logo graduated
DIY Sales Training

Do It Yourself (DIY) Sales Training

For information about tailored, onsite training click the button on the left 

Sales training is a process, not an event. Like any other training, it must be reinforced regularly to be effective. The purpose of training is to change the behavior of the trainee and changes can happen slowly when sales behavior is involved.

Formal sales training needs to be conducted periodically; informal sales training needs to be conducted regularly. Before looking at DIY sales training, here are some points for you to consider about your formal sales training. DIY sales training supports and reinforces the formal training so it is important that your formal training is established correctly. The following questions are the most frequent that address specific elements of formal and DIY Sales Training.

What is the value of formal sales training?

How much formal, outside training should be done?

How do we select the outside trainer?

How long should the training session last?

What should the training include?

What is the best formal training environment?

What subjects should be covered in DIY Sales Training?

How long should the sessions be?

How frequently should the sessions be held?

Who conducts the sessions?

What is the “Weakest Link” concept?

Where can the trainer find materials for their training?

 

Formal Sales Training

What is the value of formal sales training?

Bringing in a professional trainer or training organization is the best way to establish a sales process methodology that will help you help your people go to the next level in sales performance. Formal sales training is most effective when it is developed specifically for your sales situation, is led by a seasoned veteran lecture includes the appropriate mix of training disciplines. Sales training disciplines include lecture, interaction, case studies, role play, formal testing (such as DISC) and media reinforcement. Formal sales training uses the latest in learning process to instill the changes in behavior you want from your salespeople. Professional trainers know the tricks of the trade that will increase learning and retention.

TOP

How much formal, outside sales training should be done?

There is no pat answer to this because there are many variables but a rule of thumb is three days per year. If a company has had no sales training for several years (not uncommon) it is usually necessary that the organization devote extra days to “catch up” on the training. Another factor to consider is whether or not the sales process is being changed significantly. Even a well-trained sales team will require extra classroom days to develop new the skills and habits.

TOP

How do we select the outside trainer?

An internet search or referrals from others are the two best methods. In either case begin with a list of what you would like for the training to accomplish. For instance, your list might include cold calling, prioritizing accounts, closing techniques, etc. Ask the trainers or training companies HOW they approach each of these and then select the one that most closely matches what you would like for your sales team. Cardinal Rule: Train for tomorrow, not today.

TOP

How long should the training session last?

Depending on how much change needs to be effected in your sales organization, the training may last from a half day to several days. Cardinal Rule: The more time your people spend in training the more change can happen in their behavior. Smaller “Adjustments” in sales behavior can be addressed in shorter sessions. Multiple day sessions allow time for case studies to be worked overnight and reviewed the following day. Also, consider asking your sales trainer how they conduct follow-up training to clear up questions and reinforce the training. This adds significantly to the return on your training investment.

TOP

What should the training include?

Lecture can give your salespeople new ideas and insights. Role plays can be used to demonstrate newly acquired skills. Case studies can cause your people to work together to find innovative solutions and responses. Any combination of these can be used. You and your selected trainer can work together to determine how to best mix these different disciplines. Intense sales training can last for a full week as long as it involves interaction, case studies, role plays, etc.

TOP

 

What is the best formal training environment?

In most situations the best environment for intensive sales training is an off-site location with the room set up classroom style. Off-site venues are better because the salespeople are less likely to spend training time on the phone or checking their email. Off-site venues also cause the thinking in the group to change. Just as walking on the beach causes our minds to react differently, an unfamiliar environment will also stimulate more creative thoughts. Classroom style setups have each person sitting at a table or desk facing the front of the room. The desk/table provides a writing and organization area and subliminally causes the participant to think like a student. Facing the front minimizes distractions. NOTE: for smaller sales teams, a U-shaped table is best. 

TOP

 

DIY Training

What subjects should be covered in DIY Sales Training?

There are two distinct skill sets that need to be addressed in DIY training: soft skills and hard skills. Soft skills are generally selling skills, interpersonal skills, writing or presenting skills, etc. Hard skills are generally product training, policy and procedure skills, system (CRM, for example) skills, etc. The subject covered in any session should be the one requiring the greatest immediate attention. The sessions should alternate between hard skills and soft skills.

TOP

How long should the sessions be?

Sessions should only be long enough to cover the subject matter and only one subject should be covered in each session. Generally this means that the sessions will last from fifteen to thirty minutes.

TOP

How frequently should the sessions be held?

Weekly DIY sessions have proven to be the most effective. Have the sessions at the same time each week so salespeople can plan for them in advance.

TOP

Who conducts the sessions?

The CSO and CEO should conduct occasional sessions to keep the salespeople aware of the strategies the organization is deploying. This makes them more confident when they are in front of their customers. The remaining sessions can be conducted by the sales team members, marketing, product managers, support personnel and others.

TOP

What is the “Weakest Link” concept?

Use your weakest salesperson to train the others. Sounds backwards, doesn’t it? Let’s say that time management is the topic you would like to cover in your DIY session. You could ask your best time manager to conduct the training and they would tell the others what they are doing. A more effective method, believe it or not, is to ask a weaker player to conduct the training. They will need to review their previous training in the subject area in order to teach it. They will themselves become more aware and proficient as a result of their preparation, thus improving their performance. They are more likely to develop and deliver a more formal training session than the person who talks off the top of their head as your best performer is likely to do.

TOP

Where can the trainer find materials for their training?

The internet has a wealth of training materials on almost any subject and often it is free. Using a search engine, look for trainers who specialize in the topic you want to stress in your next session. On their web sites you will usually find articles, FAQ’s and other material that can be downloaded at no charge. (Use this trainer for your next formal training session.) Also, the trainer who delivered your last formal training session probably has material you can use and you can always use a DIY session to review what was taught in the previous session.

TOP

Home   About   Testimonials   DIY Sales Training   Contact Us   Onsite Training   Online Training   White Papers   Sales Tools 

FREE AUDIO DOWNLOADS

fred herman CLASSIC

FREE VIDEO DOWNLOADS

sales humor
logowebinar2
Free Webinar One
More Free Weebinars