The Ultimate Sales Training Guide

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Introduction

Revenue is the primary measure of your company¡¯s success. Your revenue is

directly related to your sales. That makes your sales team the lifeline of your

business. If you want to drive results for your reps, team, and company - sales

training is the most important investment you¡¯ll make. Companies in the U.S.

feel the same way. They spend $20 billion a year training their sales reps.

The problem is that sales training is a broad and complex topic. This guide is

designed to be your complete sales training resource. Inside, you¡¯ll find

information on sales training types, programs, strategies, and more.

Proper sales training will be an investment in reinvigorating your team and

revenue. Study this guide to make your sales training investment as valuable as

possible.

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Table of Contents

Tip: 1. Click on the topic you want to read.

Tip: 2. To jump to the ¡®table of contents¡¯ anytime, click ¡ülocated on the bottom left of every page.

Introduction

Table of Contents

Chapter 1:

What is Sales Training?

Chapter 2:

Why Should You Consider Sales Training?

Chapter 3:

Benefits of Sales Training

Chapter 4:

How to Cut Your Sales Team¡¯s Training Time in Half

Chapter 5:

Choosing your Sales Training Program

Chapter 6:

Types of Sales

Transactional

Consultative

Chapter 7:

Defining Your Sales Process

Lead Generation

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Qualifying

Demonstrating Value

Convincing

Closing

Chapter 8:

Types of Sales Training

Public vs Private Sales Training

Product Sales Training

Sales Methodology Training

Sales Skill Training

Sales Automation Training

Chapter 9:

Product Sales Training

Product Sales Training Overview

Your Customer¡¯s Needs

Your Product as a Solution

Your Competition (and how you win)

Common Challenges of Product Sales Training

Product Sales Training Solution Strategies

Case-Based Learning:

Point-of-Need Information:

Knowledge Sharing:

Chapter 10:

Sales Methodology Training

Sales Methodology Training Strategies

Conceptual Selling

Giving Information

Getting commitment

SPIN Selling

Challenger Sales Approach

Chapter 11:

Sales Skill Training

Sales Skill Training

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Fundamentals

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