The starting point of course is your Sales Team . The methodology followed is the Systematic approach to Training
This approach involves the following steps:
Step 1 : Define : Training needs are identified through various methods such as questionaire, observation , interview (staff-officers and their superiors, and clients), discussions with top management, examination of relevant documents and reports. The factors of the normal Sales process are internalised to the requirements of your Sales Team,
Step 2 : Design :
Based on the Training Needs Analysis, the types of courses, course objectives, course contents and target groups are identified.
Step 3 : Develop :
Training curriculum, Lesson Plans, teaching aids and equipments are developed and then translated into training modules and training programmes. They follow training themes, that are generic within the organisational Sales Process and are internalised with the specifics related to the Organisation.
Step 4 : Deliver:
Courses/seminars/workshops are conducted according to the programme, thus finalised in concurrence with the top management.
Step 5 : Evaluate:
In the case of Sales Performance, the results are defined by the market, and the Sales Results posted.
Ongoing hand holding is an integral part of the Sales Performance Training Contracts. Individual and/or Team Specific Requirements are drawn up based on the follow through analysis of the results of the Training Programs and improvisation is made for improved results
