Through the demand survey, the sales training system is planned for the company, and the curriculum theme to be developed is defined. The team provided the draft of this plan, and then held a joint meeting with the HR director, training director, sales director and sales training director to listen to their opinions and confirm the final plan.

Step 2: Make a self-study plan for the sales department and collect information.

The study plan is simple. According to the core skills required by sales representatives, four self-study seminars were designed for sales representatives throughout the year, and a set of self-study teaching materials were customized for them. The timetable of the training plan was distributed to each sales representative at the beginning of the year. Before each seminar, the person in charge of sales training will inform everyone in advance to prepare for learning. You can use your leisure time in the evening, on the train and on the plane to read the contents of the corresponding part of the textbook, fill in the study notes as required, and give feedback to the person in charge of sales training. When holding seminars, the sales manager is responsible for organizing seminars on corresponding topics according to the procedures and methods provided by the team. The first seminar was hosted by the sales director himself, and the next three were hosted by three senior regional managers. Because the discussion of the seminar combined with practical problems and was presided over by the sales manager, everyone participated in it and produced many good skills and methods. The lecture was videotaped, and under the guidance of the person in charge of sales training, a secretary arranged it into written materials.

Step 3: Curriculum development

After each seminar, we began to enter the curriculum development of the corresponding theme. Under the guidance of the team, the training supervisor and the person in charge of sales training integrate the theories in the self-study textbooks with the cases, strategies and texts produced at the seminar to develop an assessment system.

Step 4: Make the course.

Some managers in the company have been trained as lecturers, and the human resources department has two internal lecturers. After the course development, the human resources department arranged for two teachers to explain the course and made a video of the course.

Step 5: Curriculum integration

After the sales skills course was developed, I helped the product manager to improve the product training course, made an assessment system, asked the product manager to explain according to the revised course, and made a video. Then, we combine the product course with the skill course.

Step 6: Improve the management of training process.

One year later, after all the courses are developed, the team and the human resources department work together to improve the training management system and train the training supervisor.