The document discusses improving the odds of successful sales training. It notes that training should not be one-size-fits-all and should target the different groups within a sales organization based on their quota success rates. It emphasizes that training needs to address both the logical and emotional aspects of selling, and that opportunities should be provided for salespeople to test and demonstrate their skills.
2. • 20 years experience
• 500 engagements
• 11 National Awards
• Stellar Clients
UPHS
UHS, Inc.
Johns Hopkins
Montefiore
Mercy Health System
Lehigh Valley Hospital
ProCure
Take Care
Houghton International
Merck & Co.
Novartis
AstraZeneca
Sanofi Aventis
Volvo
Terumo
CR Bard
Federal Reserve Bank
The World Bank/IFC
World Trade Organization
Mercedes Benz
Provident Bank
Commerce bank
CEI
CHOP
ESRI Institute
The Institutes
Procter & Gamble
AmerisourceBergen
Reckitt
TriZetto
BlueCross BlueShield
CareFirst
Aramark
Mack Trucks - Renault
1150 First Avenue Suite 960 King of Prussia, Pa. www.softassist.com Info: 610.265.8484 x14 Dave Goodman
Partial Clients
Dave Goodman
dgood@softassist.com
610.265.8484 Ext14
3. Train Sales Managers first and always
Managers have the
single greatest impact
on sales performance
but may have a
tendency to reject
training.
1
4. 5%
20%
60%
15%
Training Should Never Be One Size
2
Below are four groupings of employees in a typical sales organization according
to their sales quota success rate.
Rainmakers are always above quota
and rarely want training.
This group averages 80% of quota on
a consistent basis but may not
achieve quota regularly. Their training needs
are profile specific, they have the skills.
15% of the sales team may never improve.
65-80% of quota is the average success range.
Their training is specific on skills and profile
needs. Demonstrated practice is required.
Your two focus groups
5. What Training is Needed
Do you have profiles of
what successful sales people
look like?
Do you have training that
responds to “like profile” needs?
Moving the 60% up to the 20%
and the 20% to becoming
rainmakers is mentoring the
profile details.
3
6. Customers’ Decision to buy are…
Pricing
Analytics
Supply Chain
Distribution
Features
Functions
Process
Solution Oriented
Critical thinking
Influence
Trusted Advisor
Empathy
Transparent
Creative
Logical Emotional
Are you training on the
emotional side also?
4
7. Provide Opportunities to Test Performance
5
Sales managers can mentor up to 12 reps at a time with collaborative video training. The sales
reps should demonstrate to others online what they have learned and the manager mentors.
8. Study: 78% Of Salespeople Using Social Media
Outsell Their Peers
Viewed on July 10, 2013, http://tinyurl.com/l6dms9d
Are you training on successful use of Social Media?
