Smart Lemming Diary: Sales Training Preparation
August 23, 2005
Tom’s been on vacation since last Thursday. During his break, he received both VAR agreements from our channel partners that had been held up for months. Today was his first day back. Since he has to review the agreements, he told me, “On days like this, my hair’s on fire, my head’s down and I’m focus. But, if you need to meet with me just come into my office.”
We’re pushing for a sales training of August 31. I will generate approximately 66% of the materials for this meeting, creating Sales Reference Guides (Binders with tabs) for the Sales team. The training agenda is as follows:
- Product training with target audience and key messaging
- Competitive landscape
- Sales tools: Return on Investment tool, sales presentations, etc.
- Mechanics/Administrative of VAR relationship
- Technical aspects for the Sales team
- Client Services overview
Fortunately, creating and maintaining the sales materials is cookie cutter to me.
The Smart Lemming Diary is a series that chronicles a journey of laid-off worker, who becomes a Vice President of Sales Operations & Marketing for a small entrepreneurial healthcare technology company. For previous entries in this series, click here.
