Services

Based on the needs of your corporation we can adjust any schedule to meet your specific needs. After our initial conversation what is needed will become much more apparent.

Back To Basic’s Sales Training

This program is designed to meet the needs of your outside or inside sales force. You can pick and choose the topics to be trained, or use our suggested standard package of a weeklong sales training program.  We begin by conducting an interview to determine the training needs of your organization. Prior to training we will establish the products and services your team sells, method used today, and your revenue goals.

Day One

Sales Managers Training
We begin with an introduction to the agenda chosen by you and bring the managers up to speed on what they can expect from our team while working with their team. We usually ask that if you have a sales operations (support person we) address them as well.

We cover a variety of topics including:
(This is a 2-3 hour presentation to only the sales management team)
•    How do you track your success (Value of reports, goals, and targets)
•    Where do you spend your time
•    Creating the best possible team
•    How to document and correct performance problems
•    Conducting a One on One
•    Internal and external clients
•    Finding new business
•    The value of you- ESP- Effort, Skill, Passion

The remainder of the day is working one on one with sales managers and their perception of what their sales team needs. Our conversations will lead to answering the bullet points above. A sales achievement board is placed in a well viewed location for sales created and tracking during the program.

Day Two

We address the sales team and begin with a motivational and “interactive” presentation. (This is a 3 hour presentation)
Steps of the sales in-depth training
•    Preparation- what is it, why is it, and how to perform
•    Approach- The ICR
•    Discovery (needs analysis) - Questions and how to ask. ROI
•    Presentation
Proving General Value- Product knowledge
Proving Specific value- Specific value to that customer
•    Recommendation- Making the recommendation
•    Objections- Handling objections, ROI
•    Closing- When and how to close.
•    Sales board is explained and the tracking begins. New Business.
•    The value of you- ESP- Effort, Skill, Passion
The remainder of the day is in the field practicing what we learned. The managers are given what to look for and how to observe a sales call and document a sales call. We discuss the 20-60-20 management technique.

Day Three

We begin the day with the successes and stories from the previous day. Awards and congratulations are handed out.  A presentation and discussion on time/territory/ account management is reviewed and discussed.
In the field, we would like to observe the managers one on one’s during this week of training.

Day Four

We begin the day with the successes and stories from the previous day. Awards and congratulations are handed out.  A short presentation and discussion on attitude and the environment is presented.  
In the field observations.

Day Five

We begin the day with the successes and stories from the previous day. Awards and congratulations are handed out.  A discussion on bringing it all together takes place. What have we accomplished? Why were we able to accomplish. What’s next? 21 days to form a habit.
In the field, training concludes at noon.

Management training (coaching/riding/accountability)
•    How do you track your success (Value of reports, goals and targets)
•    Developing an effective ride report – provide sample, old AAS ride report-modify
•    How to document and correct performance problems (see above)
•    Developing the best possible team
•    Making your one on ones effective.
•    Dealing with internal and external clients
•    Spend your time fishing where the fish are.
•    The 7 minute meeting

Call Tracking/Measurement Training
•    What is CMS?
•    Why CMS?
•    How to use CMS
•    Do you question your program results?

Advertising principles: - specializing in Yellow Pages, Newspapers, Direct Mail, Search Engine Marketing/Search Engine Optimization
•    Media comparisons
•    The dinosaurs- do they really still work? (Media doesn’t fail…programs fail)
•    The On-line Media  (Making sense of the confusion)

Steps of the sales in-depth interactive training:
•    Preparation
•    Approach
•    Discovery (needs analysis, fact-finding)
•    Proving General Value
•    Proving Specific value
•    Recommendation
•    Objections
•    Closing
•    Follow up/ Get referral

Time/territory management:
•    40 hour week?
•    Planning your week(s)
•    Utilizing a Day Planner vs. Outlook calendar

•    ESP- Effort, Skill, Passion What is ESP? Click To Learn More
•    Relationships- people buy from people they like.

Telephone techniques
•    It’s about quantity/quality.
•    Active Listening skills
•    Desk preparation/techniques
•    At the desk monitoring.
•    The environment needed for a sales team

Ride-with, The Hit Team!