As We Move Into
The Training & Development Component
Of Our Profitable Sales
& Customer Growth System

---

It Will Begin
To Become Much Clearer
Why We Call Our Solution
A "Systematic Approach."

"Systematic Approach"

You Begin With A Job Description
That Identifies
The "Ideal" Sales Candidate

---

And Clearly States
The Specific Productivity
And Performance Standards
Sales Representatives
Are Required To Meet.

---

You Reinforce The Job Description
By Only Hiring Sales Candidates
That Meet The Ideal Sales Candidate Profile

---

Pass The Selling Skills Testing,
Drug & Background Checks
& The Prospecting Exercise.

---

It Now Becomes Necessary
To Improve The Quality
Of Your New Hire
Training Program

---

To Meet The Needs
Of A Much Higher Skilled,
Driven and Focused
Group Of New Hires.

The Weakest Link

From A Sales Trainers Standpoint,
One Of The Most Frustrating Elements
Of Training A New Hire Sales Team

---

Is That The Rate Of The Training
Can Only Proceed At The Rate At Which
The Poorest Quality New Hire
Can Learn And Adapt
To The Training Program.

The "Hidden Costs" Of Bad Hires

Since Every Minute, of Every Training Module,
 of a World Class Sales Training Program
Can And Should Be Potentially Invaluable
To Each New Hire …

---

A Single Bad Hire Can Cost Your Company
Tens or Hundreds of Thousands of Margin Dollars
Over The Lifetime Of A New Hire Class.

---

As The Amount of Critical Selling Skills
Effectively Learned By The New Hires
With A Much "Higher Potential" For Success…

---

Is Reduced By The Skills,
Motivation & Disruption Level
of the Bad Hire(s).

The Impact of Skills & Motivation
On Development

For the Highly Skilled and Motivated Candidates,
The Pace of the Training Program Moves Too Slow,
So They Get Frustrated and Bored and Lose Focus.

---

Those New Hires With Average Motivation and Skills Will Check Out At Times, But For The Most Part
They Just Sit Patiently and Wish the Training
Would Move Along a Bit Faster.

---

For Those New Hires
That Have Less Than Average Skills and Motivation
The Selling Skills Training Is Moving Too Fast
Even When It Is Crawling Along In The Eyes
Of The Highest Achievers.

A Waste Of Time And Money

In Addition, Invariably it is the Poorest Quality New Hires That Ask the Silly Questions, Talk Too Much, and Instead of Listening To The Instructor …

---

Their Minds Are Wandering
Trying To Think Up Stories From Their Past
They Can Interject Into The Training Discussions
To Make Themselves Feel More Comfortable.

Success Limited To The Weakest Link

The Point Here
Is That The Quality Of Training
Received By A Group Of New Hires

---

Is Limited To The Knowledge, Ability,
Experience, Focus & Willingness To Learn
Of The Weakest Performing New Hire In The Class.

Reducing The Time To Profitability
Of New Hires

From Our New Hire Training
of Several Thousand
Outbound B2B Telephone
Sales Representatives

---

We Have Developed
A “Sales Training System”
That Has Been Tested & Proven
To Be Most Effective

---

In Increasing The Sales Ability
of
New Outbound B2B
Telephone Sales Representatives

---

As Measured By The Reduction
In The New Hire's - "Time To Profitability"
Once They Graduate To The Sales Floor.

Solving The Mystery of Selling

It Is An Amazing Phenomenon
To Go Into A Typical
Outbound Sales Organization

---

And See The High Turnover Rate
of Outbound Sales Representatives
& The Enormous Cost Involved
In That Turnover

---

And Yet There Is Often
Minimal to Moderate Time,
Money and Resources Dedicated
To Improving The Training “Processes”

---

To Increase The Return On Investment
and Reduce the Turnover Costs.

Solving The Mystery
Of Developing
The Selling Skills Of New Hires

For Some Mysterious Reason
A Sense Of Uncertainty & Doubt
Has Embedded Itself Into The Process
Of Developing Outbound B2B Telephone
Selling Skills

---

And Far Too Many Companies
Have Bought Into This Myth.

20 Years Of Vaporware

Just Look At
The Number of Sales Books
“For Sale”
On The Market Today

---

And You Will See That As A Society
We Are No Closer
To Understanding & Mastering

---

The Science of Selling
Than We Were 20 Years Ago.

There Is No Mystery To Selling

Every Component
Of
The Tactical & Strategic
Selling Processes

---

Can Be Identified, Analyzed
& Improved Indefinitely.

---

Therefore
The Selling Skills
of any
Outbound B2B Sales Force

---

And The Profitable Sales Growth
Produced Any Outbound Sales Organization
Can Be Improved Indefinitely.

Here Are A Number Of Ways To Improve The Profitability Of Your Sales Training & Development Strategies

Train Your Sales Managers
With Your "New Hire" Training Program

It is the Sales Manager's Responsibility
to Fully Understand Each Component
of the
Sales Training Program

---

So That When
The Sales Managers
Assume Responsibility

---

To Further Develop the New Hires
Once They Graduate From Sales Training
& Join the Sales Manager's Team

---

The Development Process
Continues To Increase
Rather Than Decline.

Your Sales Managers Can't Teach
What They Don't Know & Understand

And Yet It's Amazing
The Number of Sales Managers
We Have Met in Companies

---

That Have Never Been Through
Their Organization's
Sales Training Program.

---

Or That Are Not Assigned
To
Teach & Role Play
With Their Assigned New Hires
During The New Hire’s
Sales Training Program.

Clutter & Confusion
Rather Than
Clarity & Confirmation

What This Often Leads To
Is A Training Program
That Teaches One Philosophy
& Style of Selling
in the
New Hire Training Program...

---

Just to have the
New Hires Join the Sales Floor
& Be Immediately Counter Trained,
Confused and Cluttered

---

by the
Different Style
& Philosophy of Selling
of their
Sales Manager.

The Forget What You Were Told
Phenomenon

It Is More Common
Than You Might Think
For New Sales Reps.

---

That Have Just Graduated
From Their Organization’s
Formal Sales Training Program

---

To Be Instructed
By Their Newly Assigned
Sales Manager

---

To "Forget"
What They Were Just Told
In Training...

---

And to Follow
the
Sales Manager's Instructions
Instead!

Not A Good Formula For Improving
The Profitable Sales and Customer Growth Performance of New Hires.

Another Sales Training Tip - Testing

• Test Each Day
• Test After Each Module
• Require A Minimum Performance Score
  On Each Testing Module

Expect and Accept - Only Excellence

If a New Hire Scores Below the Minimum Standard:

• Provide After Hour Labs
• Send Candidate Home With Self Studies
• Require That New Hires Pass All Failed Testing Modules Prior to the Start of Class
  the Following Day.

Implement A "No Pass - No Play" Policy

Have New Hires
That Fail Testing Modules

---

Come In An Hour Early
The Following Morning

---

To Retake Any Modules
They Failed
The Previous Day.

Implement Mid-Term & Final Exams

And Let The Class Know
At The Beginning Of Training
That Their Continued Employment

---

Is Based On A 90% Score
On Both Exams

---

You’ll Be Amazed
By The Profitable Results!

---

You’ll Also Be Amazed
By What You Discover
In This Process
About A New Hire’s
Commitment and Work Ethic.

What You See Is What You Get

The Exact Same Traits
That Each New Hire Demonstrates
During New Hire Training

---

Will Be The Same Traits
Each New Hire Will Demonstrate
When They Graduate To The Sales Floor

---

Except They Will
Be Less Constrained
Due To The More Relaxed Nature
of the Sales Floor.

---

If You Have New Hires
That Show Up Late For Training
Lunch & Breaks

---

They Will Also
Show Up Late For Work
When They Graduate To The Sales Floor

---

If You Have New Hires
That Don’t Pay Close Attention
During Sales Training

---

You Will Find
They Won’t Pay Close Attention
To Their Customers Or Manager Either

Test Their Skills And Character

Test Your New Hires
To Measure Their Skills
As Well As Their Character
In The Training Process

---

And Eliminate Those New Hires
Found Lacking In Either Category

Let Us Customize
A Profitable Training Solution
For Your Outbound Sales Organization

Outbound Excellence
Would Welcome the Opportunity

---

To Review & Analyze
Your Existing Sales Training System

---

And Provide A Solution
For Improving
The Performance & Profitability
Of Your New Hires

---

During Their Critically Important
First Year of Selling.

Outbound Excellence
Provides Bundled Training Solutions

That Will Maximize Your Sales Organization's
Ability To Achieve & Maintain Continuous Profitable Sales and Customer Growth Performance

---

The Choice Is Up To You!