Sales Management Coaching and Training
Sales Management: Coaching and Training Your Team
Create An Agenda for Your Sales Meetings
*SAMPLE BUILD AN ORGANIZATION SALES MEETINGS AND TRAINING PLAN
*Develop Your Sales Meetings and Subject Matter for the Next 60 Days The purpose of this section is to provide the partner with a basic format to more effectively manage and train their sales team. Running effective sales meetings is the first step. Use this format to pre-plan and run your sales meetings.
Focus/Discipline/Measurement Date: __________
For month ending: ______________
Attendees:________________________________________
Topics to discuss at the sales meeting (your management topics):
1. ___________________________________________________ 2. ___________________________________________________ 3. ___________________________________________________ 4. ___________________________________________________
1
Individual salesperson review: Go around the table: Ask each person to rate previous week from 1 to 5, where 5=high Ask for any success stories
Status of each > $20K prospect in funnel:
Slsp
Account
Next Step
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
Goals for this Month Bookings: $$___________
Next Step
$$$ Value
Achievements for this Month Bookings: $$___________ %_____
GP Goal for the month: $$ __________ Actual GP/ Month: $$___________
2
Sales Funnel Reports
Projected for Month
__________
___________ ___________
Actual for Month
__________
____________ ___________
To go for Month
__________
____________ ___________
Plans executed for this month:
Product promotions _____________________________ Trade shows _____________________________ Mailings _____________________________ Customer relationships _____________________________ E-mail _____________________________ Vendor events _____________________________
Training plans for team for next 90 days: Product Sales skills Administrative/shipping/technical issues to discuss:
Close meeting: Go around the table and ask for a positive mental thought from each person
3
DESIGN YOUR SALES MEETING AGENDA
TOPICS
4
Exercise: Plan Your Sales Training Meetings and Topics for the next 90 days A crucial ingredient in making a transition to a solutions-based practice is to ensure everyone on your team knows what to sell, and how to sell it effectively. A superior sales organization needs to have an organized plan. Planning your training takes only an hour, but it needs to be done once a quarter. Each month, whether you have a training session each week, twice a month, or once a month, you need to cover sales skills, product knowledge, and industry knowledge. We recommend that you assign some of the training programs to members of your sales team and technical team. Reading a sales book each quarter can also complement your plan.
Topics
Date
Topic
Responsible
Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting
5
Components of New Employee On Boarding *SAMPLE
YOUR FIRM Inc. New Hire Sales Training Plan Revised :
Account Executive: ___________ __
Date: ________________
New Hire Checklist Action Items Responsible
Person Date
Due
Completed
1. Business Cards ordered 2. Computer Ordered 3. Phone Extension Assigned 4. Work Space Assigned 5. Email Address Created 6. Human Resource Packet Created 7. Human Resources Review Scheduled 8. Payroll Information Completed 9. Sales and Services Information 10. First 3 week Training Plan Defined 11. Training Scheduled with parties 12. Lunch Meetings for First Week Planned 13. First Day Determined 14. Territory/Accounts Assigned 15. Daily Mentor Assigned 16. 1-on-1 Updates w/VP of Sales Scheduled 17. Company Wide Email Sent Out Announcing New Employee
6
Confidential Property of YOUR FIRM Group, Ltd All Rights Reserved. No Reproduction Without Authorization
Please check off all accomplished objectives and have appropriate individuals initialize and date their activity. Review this form with the VP of Sales on a daily basis or when appropriate
First Week Goal: Learn Company Purpose, Message, Materials and Services
Activity
Date Compl/ Person
Discuss training goals with VP of Sales and review training plan Review mentors for week (see below) Get Tour and Introduction of Office and Building Develop and review competitive material in your city-Present Review YOUR FIRM web site Read and review with VP of Sales available YOUR FIRM brochures Lunch each day with appropriate people (see schedule below) Meeting with VP of Sales to discuss sales/account/market plans/expectations/Org Design Review and subscribe to City/ Industry Magazines, Inc. (Homework)
7
o
8
Create An Agenda for Your Sales Meetings
*SAMPLE BUILD AN ORGANIZATION SALES MEETINGS AND TRAINING PLAN
*Develop Your Sales Meetings and Subject Matter for the Next 60 Days The purpose of this section is to provide the partner with a basic format to more effectively manage and train their sales team. Running effective sales meetings is the first step. Use this format to pre-plan and run your sales meetings.
Focus/Discipline/Measurement Date: __________
For month ending: ______________
Attendees:________________________________________
Topics to discuss at the sales meeting (your management topics):
1. ___________________________________________________ 2. ___________________________________________________ 3. ___________________________________________________ 4. ___________________________________________________
1
Individual salesperson review: Go around the table: Ask each person to rate previous week from 1 to 5, where 5=high Ask for any success stories
Status of each > $20K prospect in funnel:
Slsp
Account
Next Step
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
_____
_______
___________
________
_________
Goals for this Month Bookings: $$___________
Next Step
$$$ Value
Achievements for this Month Bookings: $$___________ %_____
GP Goal for the month: $$ __________ Actual GP/ Month: $$___________
2
Sales Funnel Reports
Projected for Month
__________
___________ ___________
Actual for Month
__________
____________ ___________
To go for Month
__________
____________ ___________
Plans executed for this month:
Product promotions _____________________________ Trade shows _____________________________ Mailings _____________________________ Customer relationships _____________________________ E-mail _____________________________ Vendor events _____________________________
Training plans for team for next 90 days: Product Sales skills Administrative/shipping/technical issues to discuss:
Close meeting: Go around the table and ask for a positive mental thought from each person
3
DESIGN YOUR SALES MEETING AGENDA
TOPICS
4
Exercise: Plan Your Sales Training Meetings and Topics for the next 90 days A crucial ingredient in making a transition to a solutions-based practice is to ensure everyone on your team knows what to sell, and how to sell it effectively. A superior sales organization needs to have an organized plan. Planning your training takes only an hour, but it needs to be done once a quarter. Each month, whether you have a training session each week, twice a month, or once a month, you need to cover sales skills, product knowledge, and industry knowledge. We recommend that you assign some of the training programs to members of your sales team and technical team. Reading a sales book each quarter can also complement your plan.
Topics
Date
Topic
Responsible
Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting Sales Meeting
5
Components of New Employee On Boarding *SAMPLE
YOUR FIRM Inc. New Hire Sales Training Plan Revised :
Account Executive: ___________ __
Date: ________________
New Hire Checklist Action Items Responsible
Person Date
Due
Completed
1. Business Cards ordered 2. Computer Ordered 3. Phone Extension Assigned 4. Work Space Assigned 5. Email Address Created 6. Human Resource Packet Created 7. Human Resources Review Scheduled 8. Payroll Information Completed 9. Sales and Services Information 10. First 3 week Training Plan Defined 11. Training Scheduled with parties 12. Lunch Meetings for First Week Planned 13. First Day Determined 14. Territory/Accounts Assigned 15. Daily Mentor Assigned 16. 1-on-1 Updates w/VP of Sales Scheduled 17. Company Wide Email Sent Out Announcing New Employee
6
Confidential Property of YOUR FIRM Group, Ltd All Rights Reserved. No Reproduction Without Authorization
Please check off all accomplished objectives and have appropriate individuals initialize and date their activity. Review this form with the VP of Sales on a daily basis or when appropriate
First Week Goal: Learn Company Purpose, Message, Materials and Services
Activity
Date Compl/ Person
Discuss training goals with VP of Sales and review training plan Review mentors for week (see below) Get Tour and Introduction of Office and Building Develop and review competitive material in your city-Present Review YOUR FIRM web site Read and review with VP of Sales available YOUR FIRM brochures Lunch each day with appropriate people (see schedule below) Meeting with VP of Sales to discuss sales/account/market plans/expectations/Org Design Review and subscribe to City/ Industry Magazines, Inc. (Homework)
7
o
8
