Self-reflection assignment: Sales force training
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SALES FORCE TRAINING
Student Number: 73517147
Date: 30th September, 2015
Self-reflection assignment: Sales force training
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Introduction
The issue I have faced in the organizations I have worked for in the past is driving business by understanding customer needs and asking the right questions to develop that understanding and then recommend products or services. This would fall under the bucket of sales force training. Sales training significantly contributes to individual salesperson knowledge and skill levels, higher performance and effectiveness (e.g. Cron et al. 2005), and overall firm performance (Attia et al. 2005; Pelham 2002). Companies invest significant amounts of time and money training their sales team in order to increase worker productivity and firm profitability. This investment was estimated at $59.7 billion in the 2011 Training Industry Report ("2011 Training Industry Report," 2011). It is important to note that companies believe that higher investment in sales training would result in the sales team achieving their sales quota.
In a study conducted by Roam et al. (2002), they showed empirical evidence of the importance of sales training as a means of increasing sales performance. They also found that higher levels of salespeople performance and customer oriented selling are observed when specific training methods and content are implemented. Also, sales training seems to moderate the relationship between
Having the ability to sell a product takes great talent. To make it in the sales business a person has to be driven, motivated, and persistence. There are several components that go into training a sales person. They have to possess the ability to read people and to know what they want before they say it. Being a car sales person takes a person that understand the compensation plan for the organization, learning what customers are looking for in a sales person, and to sell that vehicle while making the customer feel that were not haggled (World at Work, 2007).
Providing training for everyone in the sales team, team members can learn behaviors that will help each other. For instance, asking for help is sometimes hard, yet working within a team it is imperative that we have that ability. We lean on each other for ideas, creativity, technical skills and input. It is so important to consider the ideas of others; brainstorming often fosters free thinking, ideas, and asking questions. (Cascio 2005 pg.288)
Vice versa, studies have shown that “servant leadership values held by sales managers have a significant effect on salesperson values about customer interactions, ultimately affecting salesperson performance” (Jaramillo, Grisaffe, Chonko, & Roberts, 2009). Thus, we can conclude that servant leaders play a key role in the improvement of sales revenue.
Wells Fargo is one of the leading companies for sales. As an employee, I’m honored to be asked by the CEO, to recommend actions to promote sales involvement. In the outline, I list six critical topics on what I recommend how Wells Fargo should promote sales involvement. Following the outline, is an explanation of three of the most critical topics that are listed in the outline. Lastly, a propose of a potential course of implementation is stated.
This paper describes the fundamental principles needed to acquire to be successful in sales. For example, "The Best Damn Sales Book Ever", by Warren Greshes, contains fifteen chapters and sixteen fundamental rules that craftily frames, "success". Success is told through Mr. Greshes personal stories and experiences, while providing concrete guidelines on becoming a salesperson. First and foremost, the book aims to motivate and inspire, and give the reader essential ideas on what goes into a successful career and a balanced life. Furthermore, the book offers effective techniques because Mr. Warren's stories have a universal charm that hilariously emphasizes the lessons and issues sales people have to face every day. Lastly, his bluntness and
Last Tuesday in class, Tom James came in to provide insight on Sales Management in their industry. The presentation was unique, because they brought in a Sales Manager and a Sales Professional in Paul and Manny. Their perspectives on how to manage a sales team as well as preform as a sales professional was a perfect balance of knowledge, because it gave a real world example on our sales studies.
Having a positive mindset will make you become a winner in your sales. What you say to yourself has such a huge effect on how your performance of sales will turn out. Your belief system will either determine a positive attitude about your success or a negative attitude. What you say and think about your sales success is very powerful and can have an affect on your confidence as a whole. Your thoughts can and will set you up for failure if you let them. Some ways to sell more is believing in what you are selling. Making a goal of how many sales you want to make that day and positively envisioning yourself reaching that goal. I have watched so many people fail
Close more sales and bigger deals with a training series designed specifically for partner sales reps. The Challenger methodologies and business use cases are proven and effective tools for increasing sales.
On Thursday, March 30, 2017, I, Cheyenne Adrian Ritter, received a counseling chit from DC1 Brooks. I would like to respectfully make a couple of comments. On Wednesday, March 29, 2017, DC1 Brooks came to CSER3 and asked if I was in the space. My guys told him I was working on the training jackets for CM division’s DITS. He came over to me to tell me that CICO was looking for me to do a spot check. He did not inform me that any training was being held that same day and he knew I was helping my division with DITS. ER09 has never done weekly training during the five months that I have been DCPO until now.
There is a small difference regarding the importance of training and development. This area of responsibility is crucial when an organization is striving for an increase in sales. Proper and thorough training will create the changes needed to enhance the knowledge and skills of each employee. Training is also a way of communication between management and staff and should be a top priority in all departments.
When I asked about Mr.Balaji,s opinion about the frequency in which sales people must undergo sales training. He said there is no definite period. But he believe there must be constant updates on the product. Also monthly once refresher of a particular sales topic like negotiation skills, effective sales pitch etc can enhance the sales people to do well in their respective jobs.
This is such an important topic in sales representative training that a full presentation skill training course would not be unrealistic, however, the following list of subtopics will provide the salesperson with the essential elements of the preparation for and delivery of his/her product or service. In the remainder of this article the use of the word 'his ' will be synonymous with 'her ' for brevity.
Another crucial part of managing a sales team is to continually recruit and train new staff. New talent is a great way to generate fresh ideas; you never want your sales team to become stale. Sales Managers are always establishing sales programs and advising their team on ways they can improve their performance (Bureau of Labor Statistics).
This term paper exercise is designed to have you study the specific sales practices of a company
The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in