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Sales Training & DevelopmentSales Training & DevelopmentSales Motivation & LeadershipSales Motivation & LeadershipSales Incentive & CompensationSales Incentive & Compensation

Session 8Session 8

Dated 15Dated 15thth September 2008September 2008

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TrainingTraining defineddefined

The development ofThe development ofskillsskills andandfacultiesfaculties to do a particular job in ato do a particular job in a

given way through systematicgiven way through systematicteaching and guidanceteaching and guidance

It involves showing, doing andIt involves showing, doing andchecking the way it is being donechecking the way it is being done

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Two way expectations fromTwo way expectations from

TrainingTraining TraineeTrainee

Inadequacies, laxities and ignorance willInadequacies, laxities and ignorance willbe removedbe removed

He will be equipped better for sellingHe will be equipped better for selling

OrganisationOrganisation

The program will yield better salesmanThe program will yield better salesman

and would thereby give more sales andand would thereby give more sales andprofitprofit

Deliver maximum satisfaction toDeliver maximum satisfaction to

customerscustomers 33

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Scope of trainingScope of training

Company : History, Policies

Procedures : selling, collection, expense, after sales service systems

Customers : Buying motives, habits, attitudes, retention

Market : topography, atmosphere, route

Selling : presentation, demonstration, handling objections

Non selling : reporting systems, planning, business development

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How to recover training expensesHow to recover training expenses

Higher sales volumeHigher sales volume

Better product knowledgeBetter product knowledge

Fewer attrition rateFewer attrition rate Eliminates wasteEliminates waste

Accurate informationAccurate information

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Contents of trainingContents of training

TrainingTraining About the productAbout the product

On the after sales serviceOn the after sales service

On CompanyOn Company

On Sales organisationOn Sales organisation

On Sales PolicyOn Sales Policy

On reporting systemOn reporting system On business ethicsOn business ethics

On selling skillsOn selling skills

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Skill inSkill in

Hunting Customers / DealersHunting Customers / Dealers

BreakingIce or opening the Sales callBreakingIce or opening the Sales call

In PresentationIn Presentation

In using objections to advantageIn using objections to advantage

In Procuring orders / Closing salesIn Procuring orders / Closing sales

In Developing ObjectivityIn Developing Objectivity

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Training systemsTraining systems

PersonPerson toto Person TrainingPerson Training

Group Training SystemsGroup Training Systems

Classroom TrainingClassroom Training Group DiscussionGroup Discussion

Enacting Role PlaysEnacting Role Plays

Mock DemonstrationMock Demonstration

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Objectives of compensationObjectives of compensation

Sales Managers perspectiveSales Managers perspective Attract the best talentAttract the best talent

Within the cost budgetWithin the cost budget

Maximum utilization at optimum costMaximum utilization at optimum cost

Adequate compensation to control takeAdequate compensation to control takeinto account individual differences ininto account individual differences inworking attitudes, capacities andworking attitudes, capacities and

attainmentsattainments Parity with other departmentsParity with other departments

Social security system legal & fiscal rulesSocial security system legal & fiscal rules

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Salesmans PerspectiveSalesmans Perspective

Acceptable standard of livingAcceptable standard of living

Consistency of incomeConsistency of income

Performance linked incentivesPerformance linked incentives Simple & ComprehensibleSimple & Comprehensible

Fair &TransparentFair &Transparent

Timely paymentsTimely payments Scope for further riseScope for further rise

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Optimum CompensationOptimum Compensation

SimplicitySimplicity

AdequacyAdequacy

FlexibilityFlexibility Fairness & ObjectivityFairness & Objectivity

EconomyEconomy

PracticalPractical Inbuilt IncentivesInbuilt Incentives

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Motivating factorsMotivating factors

Adequate and Fair earningsAdequate and Fair earnings

AppreciationAppreciation Recognition &RespectRecognition &Respect

Spirit of CompetitionSpirit of Competition

Opportunity forOpportunity for GrowthGrowth

Opportunity forOpportunity for SelfSelf--ExpressionExpression

The longevity and consistency ofThe longevity and consistency oforganisationorganisation

Pride in his callingPride in his calling

TheThe killer instinctkiller instinct

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Tools for motivationTools for motivation

Personal CounselingPersonal Counseling

Meetings & ConferencesMeetings & Conferences

Personal CorrespondencePersonal Correspondence Personal rewardsPersonal rewards

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