FUNdamentals of Training Checklist
"Practice does not make perfect. Only perfect practice makes perfect."
Vince Lombardi, famous football coach
Use this tool to practice sales training fundamentals to:
 Keep your audience active.
 Identify shortfalls to correct.
 Identify what you are doing well and capitalize on it.
 Plan an action item using the “Notes” section.
Remember that the fundamentals will help you succeed.
Tip 1: What's in it for me?
Question
Description
Answer at least one of these salesperson
questions:
• How can I make money and how much?
Do you have
• What do I have to do to get promoted?
an attention
• How can I get more free time?
grabbing
• How do I work smarter; not harder?
starter?
• What do I need to do to keep my boss happy?
Yes or No
Notes
Example: Start off with a story of how a
salesperson used your training to be successful.
Tip 2: interesting and Entertaining
Question
Description
Yes or No
Knock their socks off right in the beginning. Do
you have a story about how one salesperson sold a
big account? Share how the large payout was
Does your
achieved using the techniques you are teaching.
opening
Make it your introduction.
have a
"WOW
Example: Post a large, realistic number, say
Factor"?
$100,000. Mention that this is the commission
amount they can earn using the techniques you
will teach. Watch what happens.
Use something that supports your message.
Photos say a thousand words. Other examples
include samples, handouts, white board, books,
flip charts, iPad or podcasts.
Do you have
a demo or
Example: Go visit one of your buyers. Ask them if
prop?
your salesperson has captured all the potential
revenue. Chances are they haven't optimized the
opportunity. Have your buyer draw a simple
picture like a pie chart. On it, show the amount of
Notes
FUNdamentals of Training Checklist
Can you
share a
recent
experience
that is
relevant to
your
audience?
your current sales and the up-sell potential. Talk
about the ways to secure the additional revenue.
You can use a recent experience during a ridealong with a salesperson. A story about a
customer also has impact.
Example: You can describe a situation where a
salesperson listened to the buyer and closed the
deal.
Don't tell your audience how you can help them.
Show them by using your imagination to bring
your point to life. There are many ways to
demonstrate this.
Can you
show me
how to do it? Example: The next time you are visiting a buyer
ask them why they became your customer. Get
their permission to record their response. Show
it! Then look at the reactions from your audience.
You are a great presenter, the average adult's
attention span is only good for 20 minutes. Plan
some form of entertainment or activity. This
technique will allow you them to recharge so they
Can you hold can pay attention.
my
attention?
Example: Conduct the training in a setting that is
unique to your audience. Introduce a few videos,
podcasts or audio recording to retain interest.
How about bringing in an animal to help
demonstrate a key point?
Don't stand in one place. Move around. You can
captivate your audience with even the simplest
Why are you movements.
standing
still?
Example: Put your laptop in the front, mobile
device in one corner and collateral in the back of
the room.
Tip 3: Interactive
Question Description
Your sales audience needs to learn how to handle
various situations. They need to respond to
stressful situations like buyer value questions or
product benefits. By assuming roles and acting out
Can you
situations, your salespeople gain confidence. Roleact?
playing sessions help prepare your audience for
many situations that they will encounter.
Example: Have one of your salespeople assume the
Yes or No
Notes
FUNdamentals of Training Checklist
role of the buyer. Have another one act as the
salesperson. During the exercises, switch around
the titles and industries. It is very different selling
to healthcare than automotive. Teaching them the
difference will facilitate their development. Record
the entire interact on an iPad and playback for
review. Have you class discuss what went right and
wrong.
Games will keep your audience actively involved.
There are many on-line and off-line programs that
enable you to quiz your audience. You can create a
friendly competitive experience by having your
salespeople compete against each other. You
should contemplate offering prizes for top
performers.
Do you
have fun
playing
games?
Example: You can use games show formats like
"Family Feud" to create a sales training game. List
facts and other information about the service or
product line. Ask each team to identify the top five
selections for each question. This technique will
increase a salesperson's knowledge of the product
or service. You should offer prizes for the top
performers. Another technique is automatically
sending a question to each salesperson at regular
intervals. Send it to their computer or hand-held
device. Then tally the points and reward for the
highest points.