Continual Development of the Sales Force: Sales Training

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Continual Development of theSales Force Sales
Training
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Real World Sales TrainingAn Experts Viewpoint
Whirlpool developed a sales training program that
mirrored MTVs The Real World. National training
manager Jackie Seib helped come up with the idea
of putting a dozen or so strangers (new
salespeople) in a house full of Whirlpool
appliances. The new hires stay in the home for
two months, using the appliances and working with
engineers to learn how they work. Seib says We
really wanted them to understand the appliances
as a consumer would, so they can bring real-world
stories about the appliances to the sales floor.
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Real World Sales TrainingAn Experts Viewpoint
The programs impact on revenue has yet to be
determined, but it has had a positive effect on
employees. Of the first 40 salespeople to
complete the program, 8 have been promotedall
attributing their success to the knowledge and
confidence they received as a result of the
training. Even though the program costs a bit
more than the two-week classroom version,
Whirlpool believes that the investment is worth
it.
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Role of Sales Training inSales Force
Socialization
Sales training helps socialize the new hires,
providing them with a positive

• Initiation to Task The degree to which a sales
  trainee feels competent and accepted as a working
  partner
• Role Definition An understanding of what tasks
  are to be performed, what the priorities of the
  tasks are, and how time should be allocated among
  the tasks.

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Sales Training as a Crucial Investment

• Most organizations see a link between sales
  training and salesperson productivity
• U.S. companies spend approximately 8.7 billion
  annually on training
• The need for sales training is continual
• Sales managers play a crucial role in the
  training process

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Managing the Sales Training Process
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Assess Training Needs

• Determine desired skill set and levels of
  performance
• Assess salespersons actual skill set and levels
  of performance
• Analyze gap between desired and actual to
  determine training needs

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Assess Training Needs Methods

• Sales Force Audit
• Performance Testing
• Observation
• Salesforce Survey
• Customer Survey
• Job analysis

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