1, training demand analysis
Many sales managers attach great importance to training. When they find customer dissatisfaction, internal chaos, low staff morale or low work efficiency, they will think of training to solve it, but often ignore the analysis of training needs. Many sales managers determine the specific training content (such as courses and time) without clear training needs, and take their own experience and understanding as the main criteria for selection, which easily leads to unsatisfactory training results. Therefore, training demand analysis is very important.
Training demand analysis can be conducted through observation, interviews, questionnaires, self-diagnosis, customer surveys, etc., to fully understand what aspects of sales staff need to be improved through training.
Step 2 make a training plan
After analyzing the sales demand, the sales manager should make a training plan, which should include:
Training objectives. The goal should not be too general, but should be aimed at specific tasks and tell employees what effect will be achieved after training.
Training objectives. If you take part in external training, you should choose those promising and suitable salespeople. If you participate in internal training, it is best to have the same level or face the same problems. In this way, the pertinence and the enthusiasm of students' participation will be higher.
Training content. Need to choose training courses suitable for sales staff (such as product knowledge, professional sales skills, key account sales skills, negotiation skills, presentation skills, communication skills, project management skills, marketing basics, teamwork, etc.). ).
3, the implementation of training
The training place can be selected according to the specific situation, and it is better to be relatively closed. Generally speaking, the time should not exceed three days to avoid students being too tired. In the training process, strict process management should be implemented to ensure that the learning effect can be realized.
4. Evaluate the training effect
It is necessary for the sales manager to evaluate the effect of sales training. The evaluation of sales training is usually carried out after the training. Students can fill in the "Training Evaluation Form" to make a specific evaluation on the training content, trainers, training management and training effect.
In addition, within a period of time after the training, the sales manager can observe and understand whether the actual skills of the trainees have been improved and improved, and contact and coach individual personnel separately.