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That Gets Them Started and Keeps Them Going

Sales Management:. Sales Training. That Gets Them Started and Keeps Them Going. Member Response member_response@rab.com 800-232-3131. Sales Training That Gets Them Started And Keeps Them Going. And the Research Shows…. Source: Sales & Marketing Management. True Story.

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That Gets Them Started and Keeps Them Going

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  1. Sales Management: Sales Training That Gets Them Started and Keeps Them Going • Member Response • member_response@rab.com • 800-232-3131

  2. Sales TrainingThat Gets Them Started And Keeps Them Going

  3. And the Research Shows… Source: Sales & Marketing Management

  4. True Story “Charlie’s our top salesman. Ride with him today. He’ll show you how it’s done.”

  5. True Story “Charlie’s our top salesman. Ride with him today. He’ll show how it’s done.”

  6. What We’ve Learned Training Thousands of Sellers • Veterans have skill sets that may be outdated • New sales people have gotten different advice and tips from the veterans • They are all using different methodologies based on their own opinions and comfort zones • All this diversity is extremely difficult to manage

  7. 7 Steps To Selling Success The steps are mandatory, but personal style is optional

  8. The Cost of Training • Formal • Ongoing Areas of Training • Product knowledge • Sales skills • Advertising • Marketing • Advertiser categories What is the cost of not training?

  9. Training Plans New hires – What topics do you train?

  10. Training Plans Veterans– What topics do you train?

  11. New Hires: Product Knowledge Benefits of Radio • Reach • Frequency • Targetability • Power of sound • Consumer influence

  12. New Hires: Station Knowledge • Audience • Format • Coverage • Testimonials • Rates • Ratings • Inventory • Packages • Alternative Revenue • Computer software

  13. New Hires: Policies & Procedures • Employee handbook • Traffic • Creative • Production • Invoicing • Collections • Commissions

  14. New Hires: Sales Skills Seven Steps To Selling Success • Prospecting • Appointments • Research • Client Needs Analysis (CNA) • Proposal • Presentation • Close

  15. New Hires: Advertising & Marketing

  16. Tip: Create an Outline Meetings with • Program Director • Promotions • HR • GM • You

  17. Continuing Education Annual Training Program • Objections • Proposals • Creative • Prospecting • Appointments • Presentations • Research • Vendors • RAB

  18. Training Tips • One hour max • Multiple weeks • Homework • Review & quiz • Reward • Reinforce

  19. Preparing Training • Research & develop • Assign salespeople • RAB.com exploration

  20. Additional Training Opportunities • Tips clubs • Marketing organizations • Advertising clubs • Reading

  21. Benefits of Training • Stability • Increased sales • Improved ROI

  22. Sales Management: Sales Training That Gets Them Started and Keeps Them Going • Member Response • member_response@rab.com • 800-232-3131

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