Sales Training

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What would be the best benchmarks to use to ensure that the sales training methods are the most effective in training the sales personnel? Justify your answer.
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1. What would be the best benchmarks to use to ensure that the sales training methods are the most effective in training the sales personnel? Justify your answer.

This question is fairly straightforward, although not everyone agrees to what the best benchmarks would actually ensure training success, or if this is even possible given the complexity of sales training. You can increase the likelihood of success for sure. There are many variables to consider (e.g., willingness of the learners to learn, what measure of success is the best measure, etc.) in the training process, which we discuss further below.

It seems that the best benchmarks are linked to engaging in a specific training process, such as the six-stage training process described below. These steps are interconnected and dependent, and taken together ensure that the sales training methods are the most effective in training the sales personnel for the specific need identified in the needs assessment. The process acts as a benchmark for success. For example, the objectives might act as one measure of success, by comparing training outcome with the training objectives.

Let’s look at the process and see how the various stages act as benchmarks, increasing the likelihood that the sales methods are the most effective in training the sales personnel. It should be fairly easy for you to tweak for your final copy.

The Sales Training Process must meet the SKA “gaps”, which need to be determined by a needs assessment – the first step in the process. It depends perhaps of the sales situation as well. In general, though, the Sales Training Process often consists of six distinct stages:

• Needs assessment
• Objective setting
• Plan training
• Conduct training
• Evaluate
• Follow-up training

Thus, these six steps taken together ensure the matching of training needs, objectives, training methods and instruction, a benchmark to ensure that the best that the sales training methods are the most effective in training the sales personnel.

The training objectives are formulated to meet the needs, which is important to ensure success.
• Set objectives or goals of training program

• Objectives address SKA “gaps”
  • Should set SMART objectives
• Specific, Measurable, Attainable, Realistic, and Timely
• Total sales revenue will increase by 5%, over the next six months, for the PBX product …