Sales Operations
Sales Operation (SOM 222 S)
Assignment 1
Date: August 2011
QUESTION 1
1. Proactive approach to determine training needs
The training needs assessment is a critical activity for the training and development function. To be effective and efficient, all training programs must start with a needs assessment. All training begins with a transfer of knowledge. Through assimilation, understanding, practice and refinement, knowledge is converted into skill. Without a solid understanding of the sales process, it isn’t possible to develop good selling skills.
Proactive approaches to determine sales training needs include methods such as: a) Sales for audit
The requirements set by the a job in terms of achieving organizational objectives can be used to develop accurate standards for staff member performance, which not only reflect the current contribution of the staff member to achieving organizational objectives but can also provide reasons for further training and development or even corrective action. Sales force audit which is defined as systematic, diagnostic, prescriptive tool which can be employed on a periodic basis to identify and address sales departmental problems and prevent or reduce the impact of future problems. By using this tool problem areas can be identified, reasons for the problem and corrective measures can be suggested including training.
b) Performance testing
Performance measures, such as sales volume, number of calls, and selling expenses can help managers assess training needs. Sales people may be asked to exhibit particular sales skills, such as demonstrating a product or preparing for a sales meeting. Other skills like customer care, product knowledge can be assessed by performance testing while the trainer evaluates the employee’s performance. This method correctly identifies the gabs that need to be addressed and therefore is a reliable training need assessment tool.
c) Customer survey
Unhappy customers
Assignment 1
Date: August 2011
QUESTION 1
1. Proactive approach to determine training needs
The training needs assessment is a critical activity for the training and development function. To be effective and efficient, all training programs must start with a needs assessment. All training begins with a transfer of knowledge. Through assimilation, understanding, practice and refinement, knowledge is converted into skill. Without a solid understanding of the sales process, it isn’t possible to develop good selling skills.
Proactive approaches to determine sales training needs include methods such as: a) Sales for audit
The requirements set by the a job in terms of achieving organizational objectives can be used to develop accurate standards for staff member performance, which not only reflect the current contribution of the staff member to achieving organizational objectives but can also provide reasons for further training and development or even corrective action. Sales force audit which is defined as systematic, diagnostic, prescriptive tool which can be employed on a periodic basis to identify and address sales departmental problems and prevent or reduce the impact of future problems. By using this tool problem areas can be identified, reasons for the problem and corrective measures can be suggested including training.
b) Performance testing
Performance measures, such as sales volume, number of calls, and selling expenses can help managers assess training needs. Sales people may be asked to exhibit particular sales skills, such as demonstrating a product or preparing for a sales meeting. Other skills like customer care, product knowledge can be assessed by performance testing while the trainer evaluates the employee’s performance. This method correctly identifies the gabs that need to be addressed and therefore is a reliable training need assessment tool.
c) Customer survey
Unhappy customers
References: 1. Sales operations & Management study guide – Polytechnic of Namibia 2. Management of a sales force – Spiro R.L., Rich G.A., Stanton W.J. (twelve edition) 3. Training Need Assessment – Janice A. Miller, SPHR and Diana M. Osinski, SPHR 4. http://salesteamtraining.net/ 5. Htt://tutor2u.net/business/people/training_induction.asp