Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Field Sales Training Accompaniment



Free PDF Download
Asking the Right Questions - By Colly Graham

Name: Email:


The purpose of the field sales visit is to review and analyse performance of the sales person – to observe performance, to catch them doing something right and to correct and retrain where needed.

The Purpose of The field Sales Visit
1. The Training Accompaniment: To observe the sales person in action and retrain for improved performance.

Do not – allow the field training accompaniment visit to end up as you acting as just another sales person visiting the customer and becoming an expensive PR exercise with nothing gained in terms of improved performance levels.

2. Problem Solving: To handle customer relationship problems /complaints that has developed.

Field Sales Training Accompaniment
 Minimum of one full day per sales person per month

 Set clear guidelines for day

 Sales Person to conduct his/her normal territory activities (inform the sale person any customers who fall into category 2. Above will be dealt with at a different time)

 Sales person to introduce on call and state that you are only there to observe

 Inform the sales person that you will only enter the conversation and
speak when invited to do so by the sales person

 Remember it is not your job to do the sales person job
 Your objective is to establish how you can help the sales person improve what they are doing to reach their full potential

 Inform the sales person that after every sales call you will be discussing what took place


Standards of Performance

 Conversion of Time

 Planning The Call

 Work Related habits (administration requirements)

 Questioning Techniques

 Uncovering Needs

 Selling Benefits

 Using Visual Aids

 Overcoming Objections

 Closing the Sale

 Product Knowledge


Related Articles

  Company Induction Program
  Sales Management Training Tips: Sales are down. What can you do?
  The Paradox of Sales Training
  Training Home Party Business Consultants
  How to Select Professional Sales Training
  The Secret Weapon for Sales Coaching ©
  Sales Training Materials that Work!
  To Train or Not To Train …. Why Spend Money on Sales Training?
  Sales Training - short term or long term success?
  Is Your Sales Training Missing These Ingredients?
  Get Rid of Half Your Sales Force - Now!©
  Some sales managers are Idiots
  Sales Prospecting is the most important skill©
  Why Not Fire Your Entire Sales Force?
  How Marketing Can Support Sales
  How fit is your sales team?
  Twisted But True: High-Quality B2B Marketing Messaging Dramatically Reduces Sales and Marketing Effectiveness - Assess Your Messaging with This Five-Point Checklist
  What is the Most Important Selling Technique?©
  Traditional Sales Training is a Waste of Time and Money!
  Off the Cuff --- Eight Tips on Sales Process Management

Home > Sales > Colly Graham > Field Sales Training Accompaniment >

Free PDF Download
Asking the Right Questions - By Colly Graham

Name: Email:

About the Author: Colly Graham

RSS for Colly's articles - Visit Colly's website
Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
Click here to visit Colly's website.
Dashed Line

More from Colly Graham
Understanding Motivation A Key Requisite of the Sales Manager
What is SPIN Selling
Presenting the Sales Solution
The Art of Communication
Voice Mail Friend or Foe

Related Forum Posts

7 words or less for Structogram 7 words or less for Structogram
outsourcing sales outsourcing sales
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional
Nana excercise Nana excercise
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Blog



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

HOW TO PLAN A REALLY GREAT LIFE!

Member Question Regarding Ariba Experience

The Bounce Back Book by Karen Salmansohn

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.