A message from Train the Sales Trainer
Train the Sales Trainer Core Values
About Your Tutor Chris James
Introduction Handbook
Assessment Criteria
Download: Action Planning Drafting Tool
The Sales Trainers' Standards 2021
Who has been your biggest influence to become a sales trainer?
Influences
The Key Qualities and Skills of a Sales Trainer
Train the Sales Trainer Top Qualities and Skills of a Sales Trainer
Lesson Objectives
The Educational Knowledge Handbook
Memory - Principle 1
A Simple Memory Test
Encoding and Multi-tasking
Principle 2: Sleep is Essential
Memory length
Storing: Principle 2
Breaking it down
Chunking
How do you remember?
Principle 3: Recall
Principle 4: Memories are constantly re-written
Rosenshines Principles of Instruction (part 1)
Rosenshines Principles of Instruction (part 2)
Rosenshines Principles of Instruction (reward)
Accelerated Learning Principles
How People Learn - Accelerated Learning Game
Download Blank Cards for Diamond 9 Accelerated Learning Game
The Diamond Ranking Game
Download My How People Learn Diamond 9 Answers
Company Facts and Figures: Diamond 9 Accelerated Learning
Home and Away Groups - Accelerated Learning
The Feynman Technique for Training Technical and Complex Solutions
Creating Videos - Accelerated Learning
Flashcards - Accelerated Learning Techniques
Independent Study - Accelerated Learning
The Best Technique for Remembering Names
Assessment for Learning - Accelerated learning
Assessment for Learning: On-line Games - Kahoot
Assessment for Learning: TV Gameshow, Games for Learning
Accelerated Learning
Skill Aquistion: The Process for Asking Better Questions
How the Sales Trainer Makes it Look
Test for Learning
Learning Objectives
Download Facilitating Groups Handbook
How to Stop a Room from Ruining Your Day
How to Stop a Room Ruining Your Day
Training Rooms
Which Training Room Works Best For Sales Trainers?
Training Rooms
Your Training Room Design
Training Room Design Template
How to Stop Physical Factors from Ruining Your Day
Has there been a time that you felt vulnerable or at ill ease running a sales training lesson?
How to Stop Emotional Factors from Runing Your Day
A Facilitators Checklist
Case Study 1: Widely Varying Abilities
Case Study 1: Widely Varing Abilities
Case Study 2: Gaining Respect and Credibility
Redesign your Sales Training Room Exactly how YOU want it
Training Room Design Template
Assessment for Learning
It's WHAT we say and HOW we say it
Learning Objectives
Download: Presentation Skills and Techniques Handbook
What Makes a Great Presentation
Communication Style One
Communication Style Two
Pitch, Pace, Power and Pause
An Exercise for Pitch, Pace, Power and Pause
How to show Confident Body Language
The Power Pause
Making Eye Contact
Using Hand Gestures
Moving Around the Room
Emphasising Facial Expressions
Becoming Aware of Mannerisms
Breathing Techniques
Using your Voice
How to Start a Presentation
Warming Up Your Audience
Ten Tips for Working with Groups
Case Study Three: Better Use of Question and Answer
Case Study Three: Better Use of Question and Answer
Better Use of Question and Answer
What Audiences Look for in a Presenter
The Four Promises of Presenting
Assessment for Learning
Lesson Objectives
Planning Training Programmes Handbook
The Hierarchy of Needs
Working with a Hierarchy of Needs - A Trainer Checklist
Working with the Hierarchy Of Needs - Onboarding Day One
Mihalyi Csikszentmihalyi (1990) - Flow Experiences
Planning Sales Courses
Future Basing
Where do you start?
Vince Lombardi Quote
A Commitment to Excellence
A Commitment to Excellence
Learning - A Commitment to Excellence
Learning - A Commitment to Excellence
Learning - Accelerated Learning and TEEP
Assessment - A Commitment to Excellence
Assessment - A Commitment to Excellence
Information - A Commitment ot Excellence
Materials - A Commitment to Excellence
Information and Materials - A Commitment to Excellence
Evaluation - A Commitment to Excellence
Feedback Criteria - A Commitment to Excellence
The Perfect Lesson Length
Brain Food?
Principle One: Processing Power
Attention Treshold
Principle Two - Attention Thresholds
Principle Three: Flow State
The Perfect Lesson Length Review
Lesson Planning
Lesson Planning
Lesson Plan Example
Step One - Identify the Learning Objectives
Step Two - Plan the Specific Learning Activities
Step Three - Plan to Assess Sales Consultant Understanding
Step Four - Plan to Sequence the Lesson in an Engaging and Meaningful Manner
Step Five - Create a Realistic Timeline
Step Six - Plan for a Lesson Closure
Reflection Quote
Lesson Evaluation
Lesson Evaluation
Lesson Review Example
Assessment for Learning
Lesson Objectives
Designing Learning Activities Handbook
Creating Learning
Designing Learning Activities
The Perfect Four-Part Lesson
Connection
Connection Quote
Connecting
Starting a Training Course
Connecting - Try Something Different
Connecting New Starters
How I Start My Courses
Games for Bonding a New Team
Games for Bonding
Great Games for Warming Up and Connecting
Connect - Using Videos
Activate
Activate the Learning
Actively Involve
Provide Opportunites
Overload
Learning is Not a Spectator Sport
Demonstrate the Learning
Provide Opportunities for Learners to 'show they Know'
Allow several rehearsal in multiple modes
Consolidate the Learning
Demonstrating and Consolidating Learning
Great Games for Demonstrating and Consolidating
Bored Quote
Review - The Perfect Four Part Lesson
4-Part Lesson Example
Reviewing Quote
Reviewing
Before and After
Beginnings and Endings
Case Study One
Case Study Two
Being a Role Model
Remote Learning
Remote Learning 2021
Remote Learning Principles
Inclusion in Global Remote Sales Training
Assessment for Learning
Lesson Objectives
Sales Coaching Handbook
Zig Ziglar Quote
Analysing Performance
Creating Learning
Giving and Receiving Feedback
Feedback
Zig Ziglar Quote
Analysing Performance Method
Analysing Onboarding Performance
Testing
Recording
Phase Analysis Model
Phase Analysis Tool
Coaching Senior Sales Consultants
Sales Skills
Sales Techniques
Qualitative Technique Analysis
Assessment Criteria
Junior Sales Consultant Criteria (under one year)
Senior Sales Consultant Criteria (over one year)
Senior Sales Consultant - Call Analysis
Qualitative Technique Analysis Tool
Qualitative Analysis Tool
Task
Bill Gates Quote
Sales Coaching
Vince Lombardi Quote
The Sales Coaching Formula for role play and call listening software (Gong.io, Hubspot, Jiminny, Wingman and Fireflies.ai)
1 to 1 Coaching Models
FREE PREVIEWProviding 1 to 1 Feedback
Psychological Issues in 1 to 1 Sales Coaching
Review Reluctance
W. Edward Deming Quote
An Introduction to GROW
Strengths and Weaknesses
Assessment for Learning Quote
GROW: A Walkthrough
1 to 1 GROW Coaching Template
FREE PREVIEWEvaluating Your Coaching Session
Grow Coaching Evaluation Form
FREE PREVIEWPerformance Profiling and Goal Setting
Download the The Performance Profile - Blank Wheel
SMART Goals Template
Assessment for Learning
Lesson Objectives
Personal Resourcefulness Handbook
Anticipating and Dealing with Live Issues
Working with 'Live' Issues
Do's and Don'ts When Working with 'Live' Issues
Case Study One - Slumming it
Case Study Two -Expert in your audience and in your face
Anticipating and Dealing with Difficulties
Dealing with Live Issues
Dealing with Saboteurs, the Needy and the Succeed
Agony Aunt
Case Study Three - What have you got to complain about?
Case Study Four - Say that again but more slowly please
Case Study Five - My job's at stake here!
Assessment for Learning
Introduction
Psychological Factors in Sales Training. Handbook
Mental Health
Mental Pressure
Positive Thoughts Quote
Change
Changing Your Inner Voices
Dealing With Stress
Coping with Stress and with Stressors
What Causes Sales Trainers Stress
Your Causes of Stress
Where Does Stress Come From?
Ask yourself, How Do You Deal with Stress?
Dealing With Stress
Our Greatest Weapon Against Stress
Cures for Sales Trainers Stress
Motivation in the Sales Training Room
Motivation in the Sales Training Room
Motivation in the Sales Training Room
Focused For Selling
Focused for Selling
Psychological Factors
Fear
Dealing with Fear
Failure is Part of the Dance
Focusing
Focusing
Mental Toughness
Mental Toughness
Mindset
Positive Mental Attitude
Mind Setting
Developing a Positive Mental Attitude - How would you start to plan this process?
Mind Setting
Decision Making
Decision Making
Confidence
Confidence
Confidence is Contagious
Anxiety
Anxiety
Arousal
Arousal
Imagery
Imagery
Finishing Quote
Assessment for Learning
Assessment Part Two
Download the Log Book
Upload Your Completed Log Book
Thank you
Course Review - The Train the Sales Trainers Licence
Upload: Course Review - The Train the Sales Trainers Educators Award
Sales Operations Lead, Sales Coach, Women in Tech.
