Sales Training Basics
- 3h 13m
- Angela Siegfried (ed)
- Association for Talent Development
- 2010
Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver on an audience focused on value. In addition, trainers and facilitators are offered guidance on accessing their most charismatic and engaging self to draw in and hold the attention of sales professionals. While the book is focused on participant expectations, it does not neglect today’s organizational mandate to build training programs aligned to company strategic needs and vision. Finally, the author provides direction on alternate pathways to sales training through the use of technology and the power of blending both classroom and technology-bases approaches that give these sales professionals what they really want – more time in the field selling.
About the Editor
Angela Siegfried, CPLP, AIP, has more than 16 years’ experience in leadership development and adult education. She has led students in a variety of learning experiences within the airline and insurance industries and in not-for-profit organizations. Siegfried has designed, developed, and delivered training for executives, managers, and associates in technical, soft skills, and sales arenas. She is the director of sales learning and performance for Allied Insurance, a member of Nationwide Insurance. Her primary responsibilities there include consulting with internal sales associates and independent agents to create and present educational offerings that help salespeople meet their business goals.
Siegfried is an active member of the local and national chapters of the American Society for Training & Development and is past president of central Iowa ASTD. She has served on the board as vice president of programming, as committee chair for the Iowa Character Counts in Business initiative, and as vice president of community relations. During her time on the board, Siegfried has worked with ASTD teams to develop alliances with community organizations, create marketing and promotional strategies, and develop philanthropic partnerships with the business community in central Iowa.
In this Book
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Sales Training Basics
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Preface
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Preparing to Train the Salesforce
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Partnering with the Sales Team
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Accelerating Sales Training Impact
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Phase 1: Exploring the Sales Environment
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Phase 2: Examining Sales Team Goals and Needs
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Phase 3: Enabling Sales Team Learning
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Phase 4: Executing Your Value-Added Solution
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Phase 5: Evaluating Your Impact
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Making Your Sales Training Stick with Coaching
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Leveraging Subject Matter Experts for Impact
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Developing a Sales Training Brand
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Conclusion
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Resources
