First, the bad news. Sales training, as defined by workshops and role plays, won’t change a thing as far as your results go. But most (not all) “sales training firms” don’t want to tell you this. Off the shelf workshops are easy to manufacture, and very lucrative.

Now the good news. Sales training, surrounded by a system of solid sales hiring, incentives to change behaviors, continuous coaching and feedback and a reporting system that is consistently managed by sales reps and managers alike, can lead to some truly amazing results.

The 20% Sales Growth Plan is a program that incorporates all of the elements of successful training design. It surrounds the participants, including the sales managers with solutions that are completely customized to the needs of each client, in which we bundle our education with both pre- and post-training support to insure in-field implementation of the program objectives.

The 20% Sales Growth Plan is designed to accomplish one objective, and that is maximize the potential that the participant will keep the training fresh and apply the concepts in the field, leading to a minimum of 20% sales growth (as defined in Step 1 of Our Approach) per sales person.

In order for the 20% Sales Growth Plan to work and for both of us to achieve our objectives, we need to review, or develop processes for:

• Coaching the sales team
• Dealing with under-performers
• Managing a sales reporting system
• Finding and hiring great salespeople
• Knowing when, and how to fire
• Competency testing of salespeople
• Implementing an effective sales compensation plan
• Defining the company’s sales process
• Setting sales goals and targets
• Accurate sales forecasting
• Conducting performance reviews
• Getting the most out of sales meetings
• Sales call analysis
• Sales territory management
• Account management
• Creating sales proposals