™
Meeting in a Box™ is a highly-customized toolbox that training professionals can use to develop an ongoing reinforcement mechanism to support their sales, management, or coaching processes. The Meeting in a Box™ is typically made up of a series of modules that can be delivered first to, and subsequently by, sales managers to their teams. In this manner, the module will support the ongoing development of both audiences. Each module is:
- Focused on one discreet skill, topic,
or performance that will be defined by the field sales force
- Designed
to be delivered over two hours with no more than a half hour
of preparation required of the manager
- Supported by the following
deliverables:
- PowerPoint presentation
- Detailed Speaker Notes with explicit
direction for managers
- A minimum of three activities with specific
knowledge and/or behavioral objectives
- Coaching support: one hour
per RSD or DM (15 minutes pre/post; 45 minutes
on phone)
The workshop will be rolled out first as a manager-led workshop for regional meetings. The content of the meeting will focus on one discrete skill, topic, or performance issue and will take two hours or less to deliver. Once introduced, the module could migrate to an online e-learning module that could augment new-hire training or support coaching efforts by managers. A Learning Management System can be implemented to alert the manager upon the rep's completion.
- Opening
- Investigating/Asking Questions
- Gaining Commitment
- Understanding the Customer’s Business
- Account Analysis
and Planning
- Demonstrating Capability
- Gaining Access
Managers will be able to identify skill areas for each rep
that require further development and direct the rep to an
appropriate training module. For example, if a manager rides with a
rep and finds that the rep is weak on Implication Questions, the manager
could direct the rep to complete the Implication
Questions Module for performance reinforcement. The Learning
Management System
would alert the manager upon the rep's completion.
|
