Sales Training
TRAINING
effective front line
sales training
Organizations believe in developing their most critical team - the front line sales workforce - by imparting the right sales training through effective techniques that are best in the industry industries that train their sales force effectively so that their sales efforts get the desired results thereby impacting the company's bottom line positively.
T
ransferring corporate strategy to the front line sales team effort is definitely a challenge for majority of companies. In fact, a large amount of high-performing sales teams hold a strong sense of organization's goals and priorities with them, although, a considerable gap could be present amid the way the strategy is implemented or executed in the company and especially its role in sales. Typically, into that gap falls a huge portion of potential value. Identifying that, organizations are infusing their sales efforts with an added dynamic sense of strategy and promoting new methodologies in the process. And one of it is arming their sales force by imparting sales training that creates impact as it is a vital component of driving sales performance up by 19%. Thus, companies lay down strong foundation of training techniques to train their sales people to success. Here are three different companies from three different
Kotak Mahindra Old Mutual Life Insurance Ltd.
The company has etched out a seven day induction module for its frontlines sales team when they join. In the first seven days they get trained about what is financial world, what is insurance, what are its various
38
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October 2010
www.humancapitalonline.com
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TRAINING aspects, Kotak Life Insurance (KLI products, effective communication, etiquettes concerning different cultures, selling skills and recruitment skills. "Integral to this training is also a patented process at KLI which is a need based sales approach through a customized process which we call as cue cards which
effective front line
sales training
Organizations believe in developing their most critical team - the front line sales workforce - by imparting the right sales training through effective techniques that are best in the industry industries that train their sales force effectively so that their sales efforts get the desired results thereby impacting the company's bottom line positively.
T
ransferring corporate strategy to the front line sales team effort is definitely a challenge for majority of companies. In fact, a large amount of high-performing sales teams hold a strong sense of organization's goals and priorities with them, although, a considerable gap could be present amid the way the strategy is implemented or executed in the company and especially its role in sales. Typically, into that gap falls a huge portion of potential value. Identifying that, organizations are infusing their sales efforts with an added dynamic sense of strategy and promoting new methodologies in the process. And one of it is arming their sales force by imparting sales training that creates impact as it is a vital component of driving sales performance up by 19%. Thus, companies lay down strong foundation of training techniques to train their sales people to success. Here are three different companies from three different
Kotak Mahindra Old Mutual Life Insurance Ltd.
The company has etched out a seven day induction module for its frontlines sales team when they join. In the first seven days they get trained about what is financial world, what is insurance, what are its various
38
■
October 2010
www.humancapitalonline.com
■
TRAINING aspects, Kotak Life Insurance (KLI products, effective communication, etiquettes concerning different cultures, selling skills and recruitment skills. "Integral to this training is also a patented process at KLI which is a need based sales approach through a customized process which we call as cue cards which