1. Sales force Training
Arber Hoxhallari

2. Training the Sales force
Why training is important?
An ongoing sales
training program is
essential to establish
and maintain a
productive sales force.
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3. Step 1 Step 2 Step 3 Step 4 Step 5 Step 6
•Assess
Sales
Training
Needs
•Set
Training
Objectives
•Evaluate
Training
Alternatives
•Design
Sales
Training
Program
•Perform
Sales
Training
•Conduct
Follow-Up
and
Evaluation
Managing the sales training process
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4. Ways of Determining Training Needs
•Questionnaires.
• Interviews.
• Tests given during
meetings for diagnostic
purposes.
• Direct observation in the
field.
• Analyses of sales, profits,
and activity reports.
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5. Purpose
Improve
Customer
Relations
Improve
selling Skills
Increase
Productivity
Improve
Morale
Help sales
people to get
promotion
Training Objectives
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6. Sales Training topics
Product or service knowledge
Market orientation
Company orientation
Selling skills
Technology
Ethical and Legal issues
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7. Training Methods
• Trainee receives standard
briefings in product
knowledge, company
polices, customer and market
characteristics and selling skills
• Avoid wasting executive
time
• Permit use of audiovisual
materials and technical
resources
• Interaction between sales
trainees
Classroom
training
• Teaming.
• Meetings.
• Customer interaction.
• Mentoring .
• Peer-to-peer
communication.
On-the-job
training
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8. Cost
•Sales training consumes substantial time
and budget.
•Relationship between sales training and
revenue is difficult to measure.
•The practice of stealing trained employees
discourages companies to offer in-depth
training.
Benefits
•Improved morale.
•Lower sales force turnover.
•Higher customer satisfaction.
•Measuring changes in skills of both new
and experienced sales personnel.
•Long term benefits.
Sales force Training cost and benefits
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9. Obstacles to Introducing Training
• Training is expensive.
• Top management not dedicated to sales
training.
• Salespeople’s lack of understanding of
what training is supposed to accomplish.
• Salespeople’s lack of understanding
regarding application of training to
everyday tasks.
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10. Knowledge of the
needs, methods and
the purpose of the
training is crucial.
Training is a good
way to increase
efficiency, and
reduce sales cost.
Trained sales people
are confident and
tend to stay longer
in a company.
Training and
development helps
the growth of a
business.
The company needs
to have motivated
staff who have up-to-
date skills in order to
remain competitive.
Well-trained staff are
an asset to the
business and help to
retain customers.
Conclusions
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11. Arbër Hoxhallari
Thank You!
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