How Can We Standardize Sales Training for Remote Teams? Seeking Your Suggestions

Dear All,

I am working on standardizing the training process for the Sales Division. If anyone can suggest types of training and processes we can use for the Sales division, it would be really helpful. Most of the employees are outstation; hence, the process to be implemented accordingly.

Regards,
Vasudha

Dear Vasudha,

I need a little more clarity on what you mean by "sales process." The prominent courier and logistics company, FedEx (operating in 220 countries), has a standard sales process called APPCOM. The prominent Indian insurance company ICICI Prudential follows a sales process called SPACER. These processes focus on how to handle the actual sales call, pre-call activities, etc.

Huwait has a similar sales call procedure called SPIN. Are you looking for something similar to these processes? If you wish, I can design a customized sales process for you. Please confirm your thoughts on this. However, it should be noted that standardizing a sales process is not an easy task; it requires a lot of effort. Huwait developed the SPIN model after studying 35,000 sales calls. There will be benefits, but they may only be realized in the long run. Is your management prepared to invest that kind of money?

Thanks,
Dinesh V Divekar
Management & Behavioral Training Consultant

Hi,

We are trying to implement training programs for the sales team for their grooming purposes, so we would require inputs around that. We have not yet thought of the structure in terms of topics or whether we will hire external trainers, but first, we want to establish a standard structure and training model and then implement things accordingly.