Sales Training & Development

Sales Motivation & Leadership

Sales Incentive & Compensation

Session 8
Dated 15th September 2008

1
 Training  defined
 The development of skills and
faculties to do a particular job in a
given way through systematic
teaching and guidance

 It involves showing, doing and

checking the way it is being done

2
 Two way expectations from
Training
 Trainee
• Inadequacies, laxities and ignorance will be
removed
• He will be equipped better for selling
 Organisation
• The program will yield better salesman and
would thereby give more sales and profit
• Deliver maximum satisfaction to customers

3
 Scope of training
Company : History, Policies

Procedures : selling, collection, expense, after sales service systems

Customers : Buying motives, habits, attitudes, retention

Market : topography, atmosphere, route

Selling : presentation, demonstration, handling objections

Non – selling : reporting systems, planning, business development

4
 How to recover training expenses
 Higher sales volume
 Better product knowledge

 Fewer attrition rate

 Eliminates waste

 Accurate information

5
 Contents of training
 Training
• About the product
• On the after sales service
• On Company
• On Sales organisation
• On Sales Policy
• On reporting system
• On business ethics
• On selling skills

6
 Skill in
• Hunting Customers / Dealers
• Breaking Ice or opening the Sales call
• In Presentation
• In using objections to advantage
• In Procuring orders / Closing sales
• In Developing Objectivity

7
 Training systems
 Person – to – Person Training
 Group Training Systems

• Classroom Training
• Group Discussion
• Enacting Role Plays
• Mock Demonstration

8
 Objectives of compensation 
Sales Managers perspective
 Attract the best talent
 Within the cost budget
 Maximum utilization at optimum cost
 Adequate compensation to control take
into account individual differences in
working attitudes, capacities and
attainments
 Parity with other departments
 Social security system legal & fiscal rules

9
 Salesman’s Perspective
 Acceptable standard of living
 Consistency of income

 Performance linked incentives

 Simple & Comprehensible

 Fair & Transparent

 Timely payments

 Scope for further rise

10
 Optimum Compensation
 Simplicity
 Adequacy

 Flexibility

 Fairness & Objectivity

 Economy

 Practical

 Inbuilt Incentives

11
 Motivating factors
 Adequate and Fair earnings
 Appreciation Recognition & Respect
 Spirit of Competition
 Opportunity for Growth
 Opportunity for Self-Expression
 The longevity and consistency of
organisation
 Pride in his calling
 The killer instinct

12
 Tools for motivation
 Personal Counseling
 Meetings & Conferences

 Personal Correspondence

 Personal rewards

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