MODULE 3: Training on the job – Successful practice transfer
Theory is good, but the sales are made in real life situations! To ensure a consolidation of the new skills acquired by the sales team, Walcher Consulting teaches your sales executives how they themselves can effectively coach their team. The aim of this module is to solidify the newly-learned acquisition behavior within your sales organization on a practical level for everyday usage and for long-term application. The training includes three upgrading priorities.
3.1. Sales training
- Learning from practical experiences based on case studies of your daily business
- Implementing and evaluating role simulation and business games
- Feedback and upgrading suggestions
- Recognizing and enumerating the knowledge skills within the team
- Highlighting the effects and demonstrating the commercial benefits because the quality of the contact counts!
- Discussing the sociogram within the buying center and outlining possible measures
- Drafting bid proposals based on both product and service features
3.2. Coaching on the job
- Using checklists, the team will be evaluated based on the extent to which they implement skills learned into their daily practice
- Creating individual training plans
- Monitoring the skills and mapping each team member’s know-how in an on-going developmental chart
3.3. Handling conflicts
- Situational leadership behavior based on case studies
- Clear position for each task and to each team member
- Increase the implementation skills through targeted, customized coaching programs
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Buying Center Organisationen:
Im Medizinproduktehandel