Flyn Penoyer’s Inside Sales Training System

My observations over 400 clients reveal that most inside sales teams run at less than 50% of what they could easily be achieving.

Inside sales managers have always had one challenge they didn’t have the answers or resources to resolve.

The ability to remarkably affect the performance levels of their team.

Why?

Because most of them don’t have a wide knowledge of sales theory, most don’t have any professional training in coaching or training techniques, and finally because they don’t have any content or resources to use in such a training effort. (And of course their plates are already filled making these things hard to do on their own – so they don’t do them.)

This inside sales training system solves ALL of those problems.

This system is based on the methods that have allowed me to multiply team and individual results by hundreds of percentage points on multiple occasions.

Logitech – As manager I increased revenues from $620K to $1M in the first 3 or 4 months and then to $2M+ by the 8^th month (300+%).

Ornetix – As an interim “sales training manager” working with the team about 30 hours per week on performance issues I doubled the sales run rate in the first 30 days and took the team to 285% in the first 90 days.

See my LinkedIn profile for a description and recommendations by the Ornetix CEO and CMO – www.LinkedIn.com/in/flynpenoyer.

Here’s a description of training system.

The inside sales training system includes the following:

1. Provides a “tactically” oriented approach to improving the team’s efforts completely focused on changing behaviors (as opposed to “course” driven programs)
2. Provides a complete self-contained structure for a line manager to execute a sales skills training internally
3. Provides a method for evaluating team and individual skills
4. Provides a method for developing a “learning culture” within the inside team
5. A self-driven method for developing sales training content or adopting the content of external sources such as management objectives, books, or outside training programs like SPIN®.
6. A method for producing sales training content materials (Building a Sales Training Binder)
7. A method for converting sales training content into a sales process document
8. A method for documenting the sales process and creating a “sales process document” (Building a Sales Process Binder)
9. A structure for running sales training sessions (both theory and coaching style)
10. The most powerful group and individual coaching method known for telephone sales
11. A 3-month corporate account giving sales and management access to a wealth of sales training content and tools that can be use or incorporated into your internal training program (TeleSalesUniversity.com website).

What the Sales Training System Does

1. Installs an easily manageable and time efficient sales training program into the group allowing the manager to get immediate and visible results immediately
2. Shows the manager how to evaluate skills and focus the program
3. Shows the manager how to run training
4. Shows the manager how to create content
5. Shows the manager how document and fix the sales process based on that content
6. Improves sales call quality immediately
7. Improves the managers ability and coaching skills (through the development of sales training materials)
8. Improves the sales process (through documentation)
9. Gives the manager a method for capturing and leveraging any external sales content or training resource. This includes management objectives for the team.
10. Shows the manager how to get the team members involved in “self-development” (making them better and more able people).

The system requires only two things for success:

1. A sales manager with reasonably good selling skills (the one thing managers usually have). Someone who can listen to or observe a sales engagement and see ways to improve it.
2. A willingness to install and use the tools provided on a regular basis (weekly or bi-weekly at least)

And these two things will improve the results:

1. Senior sales and marketing management’s support of the manager’s activities and efforts
2. A manager who becomes a student of sales theory – reads books and accesses sales technique and method information and training.

What this program will produce:

This “Telephone Sales Training System” will produce immediate changes in the quality of the sales calls made by team members. The monkey-proof self-driven program structure will literally force this to happen in spite of any other factors (Providing it’s used of course.).

It will document and improve the sales process while providing the manager with better and better tools for training and coaching the team. In fact the resulting documentation may cut the training time by new salespeople in half or even more.

And it will enable managers for the first time the ability to  capture and incorporate the best practices of externals sources such as outside training. Thus the training won’t leave with the trainers.

Be Sociable, Share!

•