Target Audience

Field Sales Trainers and Field Sales Managers who need to induct new recruits or third party agency staff and seek continuous improvement from experienced field sales executives.

Purpose

This module will enable delegates to develop a structured and professional approach to field based training.

Programme Content

• Welcome, introductions, aims and objectives, agenda and ground rules
• The role of a trainer
• How people learn – learning styles
• Planning training
• Off-job induction training – explaining and briefing new people setting the standard
• On-job induction training – using the training cycle (pre-call, in-call, post-call)
• On-job continuous training – adding value, interpersonal styles, listening and feedback
• Off-job continuous training – running group training sessions
• Facilitation skills and techniques
• Developing a coaching style
• Training evaluation and keeping records
• Evening self -study
• Post course action plan

Methodology

Lots of role play and experiential exercises. Use of observers and tons of opportunity to practice feedback skills

Outcomes

This module will equip delegates with proven field based training techniques that will significantly improve their capability and confidence to deliver highly effective training days.