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How to Customize Your Sales Training Handbook

Fri,Apr 13,2012 @ 09:00 AM

How to Customize Your Sales Training Handbook

We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team.  Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for.

tailored sales training, sustainable sales training,You can read hundreds of books and articles about selling, but who better to learn sales tips from than your own team of people who are selling your same products or services, experiencing the same type of marketplace, and getting the same objections.

Get your team to write down their best work both for their own good and the good of their fellow employees.  Examples of useful information:

-    Their best elevator pitch
-    Their best “break the ice” opener
-    Their best response to specific objections
-    Their best sales close
-    Etc.

Ask your staff to look over their documented material once a week or once a month, send you things they deem worthy, and compile all that information into one document to share with the team.  This ever-evolving “handbook” of best practices becomes the ultimate sales tool, with many positive attributes and uses.

  • New hires can use it to start off strong, using the success of an established team to begin with strong sales techniques.  Early success means more money to your bottom line, and becomes a major confidence booster to the new sales exec.  Early confidence will lead to increased future successes.
  • Your sales team will play off of each others strengths, the great closer can learn from the great prospector, who learns from the great objection handler.  Essentially you combine your entire team, into one super human sales exec.
  • Cost savings.  This handbook will cost your company nothing but a little time, and is full of relevant real world sustainable sales training your sales team can take right to the field.
Start your handbook today, and turn your sales team every day experiences into the best tailored sales training handbook ever created!
Tim Hagen

Written by Tim Hagen

Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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