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Train The Trainer  

Competencies To Be Developed

  Sales Results  
  Achieve 100% of the forecast as planned  
  Sales Planning  
  Identify realistic target accounts that lead to meeting the forecast  
  Call Activity  
  Allocate time to target account visits in order to meet the forecast  
  Sales Process & Skills  
  Follow a selling process using proven skills in order to meet theforecast  
  Knowledge  
  Expand comprehension of knowledge & skills needed to effectively represent the company  
  Relationships  
  Inspire customer loyalty  
  Administration  
  Manage business & communications in a timely manner  
  Talent Development  
  Practice communication skills required while training others to excel in the job  
Objective
  To prepare Senior Sales Representatives to compress learning curves and increase sales productivity of newly hired Sales Representatives  
Endpoints
  Participants will have demonstrated their capabilities, in simulation, to integrate the following into their training approaches:  
  Principles Of Adult Learning  
  • Assessing and using new hire Behavior Styles and Learning Styles to accelerate learning
• Using Emotional Intelligence to manage communications
• Using Adult Learning Theory to advance short-term recall and long-term retention
 
  Preparing Training Plans & Communicating Expectations  
  • Establishing individualized field training schedules
• Preparing to measure effectiveness, daily and weekly
• Communicating specific and measureable expectations
 
  Motivation Skills
  • Building Trust
• Emotional Intelligence
• Positive and Corrective Feedback
• Goal Setting
• Avoiding common barriers to learning
Blended Learning Support
  • 3-Day Facilitated Workshop
• Video Models
• "Memory Jogger" Reminder Cards
• Follow-up Conference Calls
• Individual Coaching
• On-demand Distance Learning
 


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