Hello,
I am in the process of making a road map for Professional Selling Skills training, that would contain the pre and post training assignment details. What kind of pre and post training assignments can I use to measure training retention and also provide post training support?
Regards,
Sareeta
3 Responses
A start?
Hi there,
When you talk about training assignments, what exactly do you mean? I would presume it’s quite simply a measure of if sales have gone up, but am guessing it’s not quite that simple for you. If you look at your objectives and make sure that is what is being measured it may help somewhat?
You may have heard (it’s all over the press) that Harrods have started to offer a selling degree, so there’s clearly a lot in it!
Kind regards,
Nikki
Test
Hi, If there is more clarity on sales in sense of retail/Account/major sale or even distribution it would differ.Please give more infor for me to give you any suggestion .You can reach me in [email protected].
regards,
Shekar Mani
Pre and Post PSS assessment
Hi Sareeta,
I presume, your purpose is to measure the training effectiveness.
Here is what I would recommend :-
Premise
The Professional Selling Skills program is about skill development
The selling skill is important for selling the relevant product or service and fits in the scheme of sales management process.
The training content will actually replicate the performance context
All Sales leaders have coaching skills
For Pre Training stage
> Measure the generic awareness of selling – you may use selling skill assessment tools of the service provider -or ask your salses leaders to suggest and design one and administer it to the participants
> Ask the sales leaders to go on field accompaniment with the participant and record observations pertaining to the sales call – (min 3 per sales person) – These calls should represent stages of the sales cycle from initiating , developing to closing
Post Training stage
the sales leaders can go on field accompaniment to conduct the same activity for one per week for the first 3 weeks and subsequently it can be spaced out
The assessment can be conducted after first 30 days and after 90 days . This time the design must include new skill behaviours learned and transferred in the performance environment. e.g if an initial exploratory call involved a pre call plannning for effective call opening then documentation of observed calls including call planning needs to be included to check transfer and application of skill in the performance environment.
Combining both and after – it is important to create a proficiency index measuring beginner to expert classification – the criteria should include business results post 90 days but enabler measures as stated above can be include from Pre and Post stages