Project Delivery, Implementation, and Deliverables
The implementation of the Inside Sales Training System is an open-ended project (not billed by the hour).
The project is considered complete when in the eyes of the company and me, the manager can effectively execute all the key phases of the system.
1. Motivating the sales people to want to learn and participate in the training.
2. Developing and executing a sales skills evaluation process.
(Includes improving the manager’s knowledge and understanding of telephone selling theory)
3. Understanding how to drive and select training subjects based on:
a. tactical and strategic errors made in calls
b. perceived skill sets needed
c. the known best practices of mid and upper management and the industry (sales and marketing)
d. the world of sales theory
4. How to create and present the “training documents” that will be used in the theory part of the training sessions. (Includes how to set up and maintain the “training binder.”)
5. Understanding the “Sales Process Document”
a. includes the Task Outline, Presentation Outline (scripting), and Strategy Outline
b. how each is created, managed and updated (including instruction in scripting)
c. ways to leverage management, industry, and sales theory to maximize the best practices used in the Sales Process Document
(Includes how to incorporate any sales method into the sales process.)
6. Understanding the theory and basis for “tactical training” (group live call analysis).
7. Learning the method for running the live call analysis sessions
8. Understanding how to use those sessions to further the training and sales process and then add them to the Sales Process Document
9. And finally, experience running the show under my watch (with feedback of course).
The implementation process is done with a hands-on coaching approach, via phone, email, and webinars. There should be no need for the extra expense to bring me into the facility.
1. The manager will be given instruction on the subject at hand, then asked to create or execute a basic version from what they know (These steps may repeat for more complex items.)
2. The manager and I will then walk through their first draft and bring it to the level needed. (These sequences will involve lots of input from me and will typically involve my educating the manager on theory. The is result is a completed task equal to what I would have produced for you.)
This back and forth process of development gives the manager hands-on experience in building every piece of the program. My participation will fill in many knowledge gaps regarding the subject at hand. And in the end, the manager will have a complete and full understanding of how every phase of the system works.
Post Project Support
I then provide access to myself and my resource website for the following six months to help answer any questions about the system or its use. During that time, I will observe and provide feedback on two training sessions of the manager’s choosing. Additionally, the manager and their team will have full access to the training materials and courses on my sales resource site.
This is essentially the project.
As stated, my job is not finished until we–company and I–can see the manager working the whole system effectively.
• A manager capable of running the training and sales process management system.
• A training binder for all the materials developed and to store future materials.*
• A sales process document that contains the best practices of the sales process and everything a rep or manager needs to manage or execute that process successfully.*
• Some visible improvements in the quality of the sales calls and results.
• Extensive support access to me for six months after the project.
(*These are living documents and will not (ever) be “complete” by the end of the implementation, but will contain what has been completed over the course of the implementation.)
To read about the benefits of this system go HERE.
Please call me if you have any questions.
Flyn Penoyer 408-296-6880