MODULE 1: Introduction
This module is designed to give you an understanding of the program, its structures and methods and the reasons you can expect remarkable results from employing this training system.
► Why Sales Training Fails?
In this module I’ll take you through an in depth look at the reasons sales training efforts fail. I will also recommend some alternate courses of study that will help you improve any training you do or that is done for your team.
Most sales training programs leave with the trainer. That is to say that when the training comes to a conclusion almost all the results of that training will quickly vanish without some specific follow up. One of this program’s key features is to provide an effective method for doing that follow up.
If you’re not sure, simply pull out the materials for the last sales training that was done, record some of the team’s sales calls, and then try to prove that the training was there based on the actions of the salespeople. Don’t be surprised if you can’t find any proof.
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► The difference between “course driven” and “tactically driven” training
In this section I’m going to explain the key reason this program works so well – the difference between “course driven” and “tactically driven” sales training.
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► What does this program do?
This module is essentially a summary of all of the things you will learn to set up and do using this Inside Sales Training System.
In short, this program gives you the structures, methods, tools, and basic skills to set up and run your own internal sales training program. This program is literally monkey-proof in that it is nearly impossible to execute without changing the selling behaviors of your people.
Additionally the program develops its own content, creates re usable training materials, and fixes the sales process as it improves call quality and the manager’s ability to coach and train.
This program will remarkable reduce the speed at which you can bring a new hire up to speed and competence.
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► The “Selling System” concept
In this module I will re introduce you to Michael Gerber’s concept of the “system” and how this powerful concept can empower you to create one of the most powerful sales organizations you’ve ever managed.
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► How does this training system work?
In this module I’m going to show how this system is constructed in a way that conforms to effective study and with a blend of practical and theory. I’ll also show you how it is designed to facilitate and literally force behavior changes.
I’ll explain why the methods used are pretty much monkey-proof and it is all but impossible to participate without changing one’s behaviors managers and salespeople alike.
And I will show you how the system is designed to generate and create it’s own training content, create training materials for that content, present them, and then incorporate these new best practices into your formal sales process.
The formidable set of tools and resources created by the structure will empower both sales and management to operate at far higher levels.
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► Things You’ll Need
In this section I will show you exactly what you’re going to need to construct and operate your system.
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