Training of sales staff on the Job

One of the most effective tools to advance the sales staff is still a common customer visit. Tennis coaching is a great way to follow from any sales training that the seller would have received. It also helps to ensure that learning points are implemented in meetings with clients. But if the sellers are to benefit from this training on the job does not have to go with them as a sales manager, but simply as a developer friend and mentor. -

These are the following recommendations regarding on the job training for salespeople. - For training on the job to be effective it must accompany the seller regularly. And I mean a regular one or two days every six weeks. Only in this way you can help the vendor field. -

It 's important to choose the visits. Ask the salesperson to give you a rough week program and choose interesting visits at short notice, otherwise you'll be presented with meetings docile. After all, you want to know the normal day's work. -

Prepare yourself and the seller in the backcourt. Before going on the client, discuss the current situation of the customer with the seller. Even talk of the person are both meeting the reason for visit, and the purpose of the meeting. It further stipulates the seller in advance that the discount can be granted to the customer using the right negotiating tactics. -

At the customer site, do not play the boss. This presentation begins. Keep in the background as possible so that you can really experience how the seller conducts himself / herself in the negotiations. Only in this way you can fix them later during the de-brief conversation. If you are directed by the customer with tact then pass the question back to the vendor to manage.

Do not solve problems by themselves, but this could be tempting. Remember this is a training session and any profit you make for your image is a loss of standing up for your salesperson.-Let your seller has the experience of success. Orders that are reached during the journeys should always be recognized as common achievements of the seller. The sales manager does the work on the floor, the sales person closes the gate -. Do not start the autopsy immediately with a conference road. Just mention the positive side of this meeting. Wait to have the autopsy itself later, perhaps during a lunch break. In initiating feedback with praise for building the seller, then move on to critical technical and, finally, questions of what the seller wants to improve in the future:-How you deal with things in the future to optimize ... ? -

Agree two goals late in the day. Close the day with a summary. Working through the main points for improvement in collaboration with the seller. I agree with them more than two goals and set a date for this within a maximum of four weeks. In conclusion, tell the seller once more to what you liked their work. -

Check up on improving during the next meeting. Do this in collaboration with the seller. The follow-up on all the action plans of the sales training they receive. Praise the improvements and recognize their achievements .......