MODULE 3: Documenting Tactical and Strategic Errors

► Introduction to Module 3

The key to running training that works is to find, document, and correct the tactical and strategic errors salespeople are making right now.

► Finding errors and non-optimum performance issues

In this section I will show you how to find and identify the non-optimum behaviors using the tools you have already created and through the live call analysis sessions.

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► Documenting errors and non-optimum performances issues

Here you will learn how to document those errors in a way that creates a basic training document that will be useful in all further coaching and training on the issue at hand.

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► Formatting them for the sales process document binder

In this section we will take the above to the next level by enhancing the document and creating a “sales process task” or in some cases tasks as the event may occur in multiple phases of the selling process.

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