Agile Sales Training Guide · Web viewAgile Sales Training is an adaptive and iterative learning...
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Agile Sales Training Guide AGILES SALES TRAINING GUIDE DETAILS Agile Sales Training is an adaptive and iterative learning system. It allows for training to be consumed through all forms of media. Participants can learn at their own pace using real examples to increase absorption. The basic components of an Agile Sales Training System are: Webinars to introduce concepts initially. High level concepts are introduced so students understand objectives. Actual deeper training objectives are reviewed so students know what is needed to learn from the e-learning portion. E-Learning modules to teach skills. They are interactive that embed learning’s with the students. Quizzes gate the learning’s to ensure concepts are understood. Face to Face Sessions are conducted to practice real situations. They allow questions to be asked, concepts to be tried and action plans developed. Key to the entire Agile Process they are only a small portion of the overall program. Recognition system to help reward star performs and baseline performance expected from salesforce. Reinforcement Process to ensure compliance. Over 88% of all training concepts are forgotten within 30 days if reinforcement is not implemented. This process needs to have a series of components: © 2013 Sales Benchmark Index Page 1 of 3 Reinforcement Process is Crical Leadership communication is critical. Knowing the sales leaders in the organization support the effort allows for easier compliance. Sales VP reinforcement means getting their Sales Managers together virtually to practice the new training. Key in showing how it’s used. Sales Manager Opportunity strategy calls allows for the team to view how the new skills are being used with live opportunities. Recorded video and training is essential. This allows for students to reengage with the material. It also is a good prescriptive coaching. For example, if a sales rep is struggling with a concept the sales manager can subscribe the e-learning module or the recorded video for enhanced learning. One on One observations help Sales VPs and Training Teams view the skills be using live. These are essential as you adapt and change the training to the students objectives and learning styles Agile Sales Training also needs to have an audit measuring key performance indicators. Win rate, Average Sales Price must improve. Average Sales Cycle Length and No Decision Loss Rate must be reduced for the training to produce an ROI. Examples of Agile Sale Training and Reinforcement Plan
Transcript of Agile Sales Training Guide · Web viewAgile Sales Training is an adaptive and iterative learning...
Agile Sales Training GuideAGILES SALES TRAINING GUIDE DETAILS
Agile Sales Training is an adaptive and iterative learning system. It allows for training to be consumed through all forms of media. Participants can learn at their own pace using real examples to increase absorption. The basic components of an Agile Sales Training System are:
Webinars to introduce concepts initially. High level concepts are introduced so students understand objectives. Actual deeper training objectives are reviewed so students know what is needed to learn from the e-learning portion.
E-Learning modules to teach skills. They are interactive that embed learning’s with the students. Quizzes gate the learning’s to ensure concepts are understood.
Face to Face Sessions are conducted to practice real situations. They allow questions to be asked, concepts to be tried and action plans developed. Key to the entire Agile Process they are only a small portion of the overall program.
Recognition system to help reward star performs and baseline performance expected from salesforce. Reinforcement Process to ensure compliance. Over 88% of all training concepts are forgotten within 30 days if reinforcement is not
implemented. This process needs to have a series of components:
© 2013 Sales Benchmark Index Page 1 of 3
Reinforcement Process is Critical
Leadership communication is critical. Knowing the sales leaders in the organization support the effort allows for easier compliance.
Sales VP reinforcement means getting their Sales Managers together virtually to practice the new training. Key in showing how it’s used.
Sales Manager Opportunity strategy calls allows for the team to view how the new skills are being used with live opportunities.
Recorded video and training is essential. This allows for students to reengage with the material. It also is a good prescriptive coaching. For example, if a sales rep is struggling with a concept the sales manager can subscribe the e-learning module or the recorded video for enhanced learning.
One on One observations help Sales VPs and Training Teams view the skills be using live. These are essential as you adapt and change the training to the students objectives and learning styles
Agile Sales Training also needs to have an audit measuring key performance indicators. Win rate, Average Sales Price must improve. Average Sales Cycle Length and No Decision Loss Rate must be reduced for the training to produce an ROI.
Agile Sales Training Guide
© 2013 Sales Benchmark Index Page 2 of 3
Examples of Agile Sale Training and Reinforcement Plan
Agile Sales Training Guide
Agile Sales Training TestQuestions
Yes NoComments
Has your Sales Training in the Last 6 months improved Win Rate or Average Sales Price?Have you had 100% compliance for every training session?Do you primarily focus on Face To Face all day sessions?Is your onboarding of sales reps having only pre-reading and a week-long boot camp?Does your training build off each other so it can be used every day?Do you have a sales rep to training staff ratio of 100:1?Does every training concept have at least 3 different learning methods?Have you implemented a Reinforcement Process for each training concept?Do Sales and Executive Leadership support each training concept and method?Do those Executives participate in the training?Have you established a recognition system for each concept?Did you establish KPI’s and baseline everyone’s performance?
Are the important fundamental concepts refreshed consistently?Do your students have a chance to evaluate and provide feedback?
Is each training concept quick wins communication established?
Is each training method fun?All students allowed to retake a method if manager felt concept was not grasped?Are the training methods integrated in the CRM to ensure absorption?Have an audit plan for each training method with tactical actions and accountable metrics?
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10> NO answers indicates you do NOT have an Agile Sales Training Program
5-10: NO answers indicates you have some of the components of an Agile Sales Training Program
5< NO answers indicates you have an Agile Sales Training
