Action Selling

Sales Training Plan OverviewSales Training Plan Overview

FeaturingFeaturing

Distributed By:Distributed By:

The TEAM ApproachThe TEAM Approach800-864-4911800-864-4911

Training Plan ObjectivesTraining Plan Objectives

Determine which business objectives you want to impact.

Example Objectives:

-Increase Market Share -Improve profitability

-Reduce Turnover -Raise Sales Productivity

Identify the skills that will lead to achieving your business objectives.

Design a training plan that develops the needed skills.

Business ObjectivesBusiness Objectives

Skill ObjectivesSkill Objectives

Training ObjectivesTraining Objectives

Why Train Salespeople?Why Train Salespeople?

82% of all sales people fail to differentiate themselves or their products from the competition.

86% of all salespeople ask the wrong questions and miss sales opportunities.

62% of all salespeople fail to earn the right to ask for commitment.

82% of salespeople discount price to earn a sale.

Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople in 25 industries were studied.

Training Implementation PlanTraining Implementation Plan

• A common selling A common selling languagelanguage

• An actionable, An actionable, structured processstructured process

• A strategic and A strategic and tactical mindsettactical mindset

• A sustainable A sustainable competitive competitive advantageadvantage

• Coachable skillsCoachable skills

The Action Selling Process Provides:The Action Selling Process Provides:

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Best Sales PracticesBest Sales PracticesAction Selling’s “open architecture” requires the training to be Action Selling’s “open architecture” requires the training to be tailored to your company, products and marketplace.tailored to your company, products and marketplace.

• Your sales process will be clearly defined and Your sales process will be clearly defined and documented.documented.

• Salespeople will learn how to apply the Action Selling Salespeople will learn how to apply the Action Selling process to your unique sales cycle.process to your unique sales cycle.

• The “best sales practices” of your top performers will The “best sales practices” of your top performers will become standard conduct for all salespeople.become standard conduct for all salespeople.

Milestone #1 Commitment Objective





Initial Contact

Meeting with Initial Contact

Set Meeting with Decision-Maker(s)

Meeting with Decision-Maker(s)

Set Meeting to Present Proposal

Proposal Meeting Secure the Order

Product Delivery Determine FutureBusiness Opportunities

Set Appointment for a Meeting

Sample Sales CycleSample Sales Cycle

Sample Sales CycleSample Sales Cycle






Initial Contact

Meeting with Initial Contact

Set Meeting with Decision-Maker(s)

Meeting with Decision-Maker(s)

Set Meeting to Present Proposal

Proposal Meeting Secure the Order

Product Delivery Determine FutureBusiness Opportunities

Set Appointment for a Meeting

Clearly define your sales process.

6* Your sales cycle may be longer or shorter than the one above

Apply New Skills in the FieldApply New Skills in the Field

Our reinforcement strategy will actively involve your entire sales Our reinforcement strategy will actively involve your entire sales organization. organization.

• Ensures the rapid transference of skills to the field.Ensures the rapid transference of skills to the field.

• Allows business objectives to be achieved.Allows business objectives to be achieved.

• Guarantees the long-term impact of the training.Guarantees the long-term impact of the training.

• Produces a significant return on your training investment.Produces a significant return on your training investment.

87% loss within one month*

TRAINING

TIME

IMPROVEMENT

*Source:Huthwaite study published in American Society for Training & Development Journal

87% of all sales 87% of all sales training is lost training is lost within 30 days due within 30 days due to the absence of to the absence of reinforcement.reinforcement.

Field Reinforcement ExercisesField Reinforcement Exercises

In 12 Weeks New Skills Become Habit.

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1. Setting the “Best” Sales Call Objectives

2. Developing Rapport and Interest

3. Rate the Quality of Your Prospects

4. Identifying a Differentiated Sales Position

5. Identifying a Deeper Level of Need

6. Knowing Your Competitive Strengths

7. Improve Your Company Story

8. Present the “Best” Solutions

9. Ask for Commitment More Consistently

10. Defeat Stalls and Objections

11. Plan Better Sales Calls

12. Review Your Action Selling Performance

Measurement Gets It DoneMeasurement Gets It DoneBy measuring the knowledge and application of the skills that By measuring the knowledge and application of the skills that are taught, students and managers are held accountable for their are taught, students and managers are held accountable for their professional development. professional development.

• Benchmark Skills Assessment:Benchmark Skills Assessment:

•Pinpoints each students’ individual strengths and weaknesses.

•Used to show the progression of improvement.

• Action Selling Skills Assessment:Action Selling Skills Assessment:

•Provides managers with a coaching and retraining strategy.

•Formulates an aggressive plan to further sharpen skills.

• Action Selling Final Certification:Action Selling Final Certification:

•Tracks skill gain compared to business objectives.

•Certifies the selling competency of each sales person.

Measuring the Outcome of Sales DevelopmentMeasuring the Outcome of Sales Development

Sales Skills Learning Trend

• Shows Scores for Each Phase of Skill Development.

• Spots Trends in Skill Gain.

• Clearly Identifies Gaps in Learning and Application of Learning.

Combined Skills Improvement

• Summarizes the Learning and Application of all Skills.

• Demonstrates the Direction that the Learning is Taking.

• Provides Tangible Results of the Training.

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• Portrays the Individuals’ Growth in the Five (5) Critical Selling Skills.

• Describes the Status of Each Individual, Group and Company.

• Tracks the Growth in Learning Compared to Application of the Learning.

Individual Skills Improvement

Accountable System for Sales DevelopmentAccountable System for Sales Development

Comparison Report

• Compares Individuals and Company Average

• Measures Each of the Five Critical Skills

• Pinpoints Strengths and Weaknesses

Training Recommendation

• Compares Knowledge as well as Application of Skills

• Recommends a Specific Retraining Plan

• Used as a Coaching Tool

Reports

• Provides Overall Ranking

• Highlights Top and Bottom Performers

• Shows Individuals and Groups that Certify

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Action Selling Training System

TRAINING

MATERIALS

REINFORCEMENT

MATERIALS

CERTIFICATION

MATERIALS

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TRAINING MATERIALS

Selling Skills Benchmark

•Determines what skill gaps exist

•35 minute, 62 questions

•Creates a reference point for learning

Student Preparation Booklet

•Prepare students to receive training

•Shorten classroom time

•Set expectations for the training

Student Workbook

•53 Interactive training exercises

•Workshop or self-study

•12-Hour course with role plays

Laminated Quick Reference Card

•Key concepts arereinforced

•Planner sized pages

Selling Skills Benchmark

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REINFORCEMENT MATERIALS

Selling Skills Assessment

•Measure learning status

•69 questions, 40 minutes

•5 critical selling skills are analyzed

Skill Drills Video

•Provides “spaced” learning

•Reviews key modules of training

•Reinforce and apply concepts

Selling Skills Assessment

Student Practice Guide

•12 weeks of reinforcement

•Field-based homework exercises

•Training transfers to the field

Audio Support - Reinforcement Tapes

•Audio version of the Action Selling video

•Convenient reinforcement

Skill Drills

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CERTIFICATION MATERIALS

Certification Exercises

•Review key modules

•Fills learning gaps

•Improves application of skills

Student Exercises

•10 units of retraining based on assessment scores

•Prepares students for certification

Final Certification Assessment

Final Certification

•Measure knowledge and application

•64 questions, 40 minutes

•Certify trained salespeople

Certification Exercises

Action Selling Certificate

•Certify on critical skills

•Overall score of 75% required

•Achieve learning objectives

Action SellingCertified

Your Name

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Sales Growth

16.1 %

16.6 %

15.8%

15.9%

16.0%

16.1%

16.2%

16.3%

16.4%

16.5%

16.6%

Non-CertifiedSalespeople

CertifiedSalespeople

Action Selling Certified Salespeople Grow Their Sales at Twice the Rate of Non-Certified Salespeople, While Increasing Margins. Margin Improvement

Action Selling Impact*Action Selling Impact*

*Based on studies of 1,250 salespeople, representing over $3B in sales revenue.

Action Selling

Documents

Transcript of Action Selling