Sales Reps Training Workflow: 1-Week Program

What happens on Day 1 of sales rep training?

Day 1 of the sales representative training program focuses on foundational knowledge and initial immersion into the company's ecosystem. New hires spend three hours gaining a comprehensive understanding of the company's mission, its product offerings, and the established sales process. This initial phase also introduces them to the characteristics of a successful sales representative, emphasizing effective communication styles and professional demeanor. Trainees listen to recordings of successful sales calls to internalize best practices and understand the practical application of theoretical knowledge, setting a strong baseline for their development.

• Company and product overview
• Explanation of the sales process
• Understanding how a good sales rep sounds
• Listening to successful call recordings

How do sales reps master scripts and practice calls?

On Day 2, sales representatives dedicate four hours to mastering the sales script and engaging in practical application. This involves thoroughly learning and reviewing the official sales script, understanding its nuances, and internalizing key talking points. Emphasis is placed on developing an appropriate tone of voice and pacing, crucial elements for effective communication, often reinforced by watching sales tutorials. Trainees actively participate in mock calls, simulating real customer interactions, and even make real attempts under supervision. This hands-on practice is immediately followed by constructive feedback from their Team Lead, allowing for rapid improvement and skill refinement.

• Learn and review the sales script
• Understand tone of voice and pacing; watch sales tutorials
• Practice mock calls and real attempts
• Receive feedback from Team Lead on performance

How are sales reps trained to handle objections and tough questions?

Day 3 is dedicated to equipping sales representatives with robust objection handling skills and the ability to address challenging questions effectively throughout a full shift. Trainees learn specific techniques to navigate common customer objections, transforming potential roadblocks into opportunities for engagement. The program also focuses on strategies to confidently address tough or confusing questions that may arise during sales interactions. This practical training is reinforced by analyzing real call examples, allowing reps to observe and dissect various scenarios. Peer learning and discussion sessions further enhance their problem-solving abilities and build a collaborative environment for sharing insights and best practices.

• Techniques to handle common objections
• Address tough or confusing questions
• Analyze real call examples
• Engage in peer learning and discussion

Why are individual coaching sessions important for sales reps?

Individual coaching sessions on Day 4, spanning a full shift, are crucial for personalized development and targeted skill enhancement for sales representatives. These one-on-one sessions with a Team Lead provide tailored feedback based on each rep's performance observed throughout the week. The coaching focuses on identifying and rectifying specific areas for improvement, such as refining tone, boosting confidence, and closing knowledge gaps related to products or processes. This individualized attention ensures that coaching is directly responsive to the rep's progress and challenges, maximizing their learning and preparing them for independent client interactions with greater proficiency.

• Receive personalized 1-on-1 feedback from Team Lead
• Fix tone, confidence, and knowledge gaps
• Benefit from coaching based on performance so far

How are sales representatives evaluated for solo calls?

Day 5 marks the final testing and evaluation phase, a full shift dedicated to assessing a sales representative's readiness for independent client engagement. The core of this day is a live-call assessment, where reps demonstrate their acquired skills in a real-world scenario. Their performance is rigorously evaluated against a set of critical criteria designed to ensure comprehensive competence. This thorough assessment process guarantees that only fully prepared and capable representatives proceed to handle solo calls, maintaining high standards of customer interaction and sales effectiveness.

• Live-call assessment
• Confidence on the line
• Stress resilience
• Enthusiasm
• Product presentation
• Objection handling
• KYC knowledge

What is the ultimate goal of this sales training program?

The ultimate goal of this intensive 1-week sales training program is to ensure that all participating sales representatives are fully prepared and confident to handle solo calls independently. By systematically progressing through orientation, script mastery, objection handling, and personalized coaching, the program builds a robust skill set. The final evaluation confirms their readiness, signifying that each rep possesses the necessary product knowledge, communication prowess, and resilience to effectively engage with clients, drive sales, and contribute immediately to the company's success without direct supervision.