Developing a Sales Training Plan is a 38-page PDF planning methodology that highlights our premium tool-kit of 27 premium tools & templates (available for download to Premium & Analyst level members) to help you develop a sales training plan that increases your win-rate, deal-size and % reps attaining quota.
Get this methodology here: http://www.demandmetric.com/content/sales-training-plan-methodology
Stages of this methodology include:
Assessment
Positioning
Sales Process
Techniques
Key Account
Metrics & Reporting
5. Sales Training Maturity Model
Stage 1 Stage 2 Stage 3 Stage 4
Undefined Progressive Mature World-Class
• No CRM or Marketing • CRM System in place with • CRM, Marketing Automation • All systems are accessible on
Automation System in place reasonable rep adoption and Sales Enablement mobile devices
systems are in place
• Sales training is non-existent • Sales training is ad-hoc • Sales reps are certified in
• Sales training occurs on a sales training methodologies
• New reps hit quota in 9 mos. • New reps hit quota in 6 mos. regular basis
• New reps hit quota in 3 mos.
• Sales Process & buying • Sales process defined but not • New reps hit quota in 4 mos.
process are not defined mapped to buying process • Sales process is continuously
• Sales process is mapped to tweaked and improve upon
• Success metrics are • Success metrics for top buying process
unknown and not tracked performing reps are known • Success metrics are
• Success metrics tracked managed closely to get reps
• Win Rate is less than 10% • Win Rate is between 10-20% performing
• Win Rate is 20% or greater
• Win Rate is 25% or greater