Sales Training Program Implementation Process

1. Assessment
2. Customization
3. IMPACT Selling^® System
4. Reinforcement
5. Measurable Accountability

Assessment
The first step in a successful sales training program is to assess the salespeople using the Sales Champion Battery™. In order to have effective sales training programs, Resolution Systems, Inc. needs to know your players. It is pointless to train the wrong people.

Click here to download the first chapter of "Blueprint of a Sales Champion" to see what a top outside salesperson looks like.

It would be impossible for a group of offensive linemen to learn the art of being a quarterback, regardless of the trainer. The same is true for salespeople. If you do not have salespeople who are behaviorally and cognitively wired for selling, no amount of sales training in the world will make them outstanding salespeople.

This first step is critical to the overall success of any sales training program. By having the assessments on your salespeople, the sales training process can be customized according to your organization, industry, and the issues facing you and your salespeople.

Customization
Customization means that if you sell pipe fittings to factories, your training won't have examples dealing with needles and syringes for the medical profession.

Customization also means that if the assessments show the need to spend more time on how to qualify buyers, then the training will reflect your specific needs.

Resolution Systems, Inc. takes your industry vernacular and customizes the content so it’s suitable for the attendees. By taking these first two steps of assessment and customization, the customized sales training program is both targeted and relevant to your salespeople.

They will be more open to learning when they can easily connect to the material.

In order for any idea to move into the long-term memory of your salespeople, reinforcement is absolutely necessary.

Reinforcement
Most sales training programs fall short of the goal because salespeople hear good ideas but then walk away from a seminar and don’t implement them. Without reinforcement, sales training is a waste of money.

This step in the process is critical for a sales team to develop. Making the jump from the short-term memory to the long-term memory is the key. Because the entire sales and sales management teams are on the same page, providing direction and guidance is much easier.

This is why Resolution Systems, Inc. doesn’t just give seminars.

Resolution Systems, Inc. gives recommendations to individual salespeople based on their assessments and within each step of the sales process. The recommendations are customized and founded on what salespeople need to work on immediately—and what they need to work on most.

The IMPACT Selling System unites everyone in the organization. No longer can a salesperson get away with claiming that a prospect just didn’t want to buy. There’s a formula to retrace the steps to find out exactly what happened—and prevent it from happening again.

Having this system will dramatically improve the cohesiveness of your organization, as well as give your sales team the confidence to analyze their own effectiveness and make the necessary adjustments. It helps prevent salespeople from continually running down bunny trails that lead nowhere.

Resolution Systems, Inc. doesn’t stop here though. It’s not enough to reinforce the ideas set forth through the IMPACT Selling System To be thorough, you need to evaluate the effectiveness of that retention.

Measurable Accountability
What did they learn? What did they retain? Are they successful using it in the field?

These are the burning questions you want answered. Resolution Systems, Inc. understands how essential this information is to your organization. That’s why there are numerous testing tools available to provide these answers.

Whether it’s in person, over the phone, or through the Internet, Resolution Systems, Inc. can show you measurable results.

Were there gaps in a salesperson’s understanding? What were they? Who needs additional sales training? Who needs to be replaced? Through the combination of the salesperson’s assessment and subsequent testing, Resolution Systems, Inc. can provide you with the tools to make informed decisions about how to proceed.

This kind of measurable accountability feeds back into the system itself.

If a salesperson has difficulty qualifying the buyer through the Meet step, Resolution Systems, Inc. can target specific advanced sales training for the individual.

Likewise, if a sales manager has trouble coaching a salesperson, Resolution Systems, Inc. can recommend a variety of solutions.

The benefit is that you have a definable reason for every sale—the ones you make AND the ones you don’t.

You’ll have a system that maximizes sales potential and enables you to course-correct every salesperson in every sales process to help them achieve the best possible outcomes.