Most training programs for newly hired salespeople either are cluttered with a great deal of unnecessary information or emphasize product knowledge while neglecting other selling information and skills. Actually, training in only five basic areas should prepare an inexperienced person to become effective quickly in field sales. The five essential topics are:
1. The nature of the sales process.
2. The account distribution (geographies) of the territory.
3. Prospects in the territory.
4. Sales knowledge.
5. The competition. Continue reading