Company

Your Sales training program

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size

level

delivery method

Training Program

Based on the provided information, the following sales training plan is recommended:

Goal: Improve objection handling and customer support skills to increase deal size and customer retention rate.

Delivery Method: Hybrid training, combination of in-person and virtual.

Desired Total Duration: 15 hours

Sales Team Experience Level: Mid-level

Sales Team Size: 6-10 employees

Typical Customer Profile: Small and Mid-size businesses

Sales Cycle Length: 91-120 days

Sales Training Plan:

1. Introduction (30 min)
– Introduce the goals of the sales training program
– Review the current sales process used by the organization
– Discuss the top lead sources and channels used by the organization

2. Objection Handling Strategies (3 hours)
– Review common objections encountered by the sales team
– Demonstrate effective objection handling techniques
– Develop role-playing exercises to practice objection handling skills

3. Customer Support Skills (3 hours)
– Discuss the most common customer pain points for the organization
– Demonstrate effective strategies for enhancing customer support
– Develop role-playing exercises to practice customer support skills

4. Presentation Skills (2 hours)
– Review the current sales process and presentation skills used by the sales team
– Discuss the importance of creating a customized sales pitch for each customer
– Develop role-playing exercises to practice presentation skills

5. Sales Methodologies (2 hours)
– Review the current sales methodologies used by the organization
– Discuss alternative sales methodologies and their potential benefits
– Develop role-playing exercises to practice implementing alternative sales methodologies

6. Competitive Analysis (1 hour)
– Discuss the importance of understanding customer needs and analyzing competition
– Review the organization’s approach to competitive analysis
– Demonstrate effective customer analysis techniques

7. Sales Forecasting (1 hour)
– Review the organization’s sales forecasting methodology
– Discuss other potential sales forecasting methods
– Develop role-playing exercises to practice sales forecasting skills

8. Follow-up Strategies (1 hour)
– Discuss effective follow-up techniques to increase customer retention rate
– Develop role-playing exercises to practice follow-up strategies

9. Review and Conclusion (2 hours)
– Review all sales training topics covered
– Develop an action plan for implementing new sales strategies
– Receive feedback from the sales team and identify areas for improvement

Example of exercises for each part:

1. Introduction: Activity to discuss the current sales process used by the organization and identify areas for improvement.

2. Objection Handling Strategies: Role-playing exercise to practice responding to common objections encountered by the sales team.

3. Customer Support Skills: Role-playing exercise to practice effective communication and problem-solving skills with customers.

4. Presentation Skills: Group activity to develop customized sales pitch for a hypothetical customer.

5. Sales Methodologies: Role-playing exercise to practice implementing alternative sales methodologies.

6. Competitive Analysis: Group activity to analyze competition and identify potential customer needs.

7. Sales Forecasting: Role-playing exercise to practice sales forecasting skills.

8. Follow-up Strategies: Group activity to develop effective follow-up strategies for improving customer retention rate.

9. Review and Conclusion: Group discussion to receive feedback from the sales team and identify areas for improvement in the sales training program.

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