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Transcript

Manager Training Schedule

Ensuring your sales people are set up for success relies heavily on your consistent involvement of their training journey.

Expectations

Manager Training Expectations

Financing

Tactic 1

Tactic 2

These tactics, structured around SMART goals, are designed to guide managers in effectively training, developing, and certifying their sales reps across the specified categories, ensuring a well-rounded and competent sales force.

Expectations

Roofing

Paperwork

The Close + Manager Drop

Tactic 1

Tactic 1

Tactic 2

Tactic 2

Tactic 1

Tactic 1: Role-Play Financing Scenarios (Specific)Goal: Conduct bi-weekly role-play sessions where each sales rep presents financing options to a mock homeowner, tailored to their specific needs and financial situations.Measurable: Evaluate understanding and improvement through a scoring system based on accuracy, clarity, and homeowner satisfaction.Achievable: Provide reps with a variety of homeowner profiles for comprehensive practice.Relevant: Ensures reps can confidently match financing options to homeowner needs.Time-bound: Implement within the first 30 days post-training.

Tactic 2: Financing Quiz (Specific)Goal: Create a monthly quiz focusing on different financing options, their benefits, and ideal homeowner profiles.Measurable: Track scores to identify areas of strength and improvement.Achievable: Use real-life scenarios and examples from training materials.Relevant: Reinforces knowledge and application of financing options.Time-bound: Conduct at the end of each month for three months.

Tactic 1: Document Walkthrough Sessions (Specific)Goal: Organize weekly one-on-one sessions where managers review a set of contract and loan documents with reps, explaining each section and its implications.Measurable: Assess reps' ability to independently explain documents in a mock setting.Achievable: Use actual documents (with sensitive information redacted) for realism.Relevant: Prepares reps to handle real homeowner inquiries confidently.Time-bound: Start in the first week post-training, continuing for 90 days.

Tactic 2: Contract Clarity Checklist (Specific)Goal: Develop a checklist of key points that must be covered when explaining contracts and loan documents to homeowners.Measurable: Monitor the completeness of explanations in role-play scenarios.Achievable: Ensure the checklist is concise and covers all critical information.Relevant: Aids in delivering a consistent and thorough explanation to homeowners.Time-bound: Checklist to be utilized in every document walkthrough session.

Tactic : Closing and Manager Drop Mastery Workshops (Specific)Goal: Host bi-weekly workshops focusing on mastering the closing sale and manager drop steps, incorporating advanced techniques and objection handling.Measurable: Use role-play performance and feedback for continuous improvement.Achievable: Encourage peer feedback and manager-led critique sessions.Relevant: Enhances skills critical for sales success.Time-bound: Schedule the first workshop within 45 days post-training, continuing bi-weekly.

Tactic 1 : Product Knowledge Refresh (Specific)Goal: Conduct monthly product knowledge sessions to keep reps updated on the latest roofing materials, technologies, and installation methods.Measurable: Assess reps through a short test or presentation at the end of each session.Achievable: Include updates from manufacturers and industry best practices.Relevant: Ensures reps are well-informed and can speak authoritatively on roofing sales.Time-bound: First session to be held within the first month post-training, then monthly.

Tactic 7: On-Site Training Days (Specific)Goal: Arrange for reps to spend a day on-site with experienced roofing teams once a month to gain hands-on experience and better understand the roofing process.Measurable: Evaluate reps' understanding through a debrief session at the end of the day.Achievable: Coordinate with roofing teams to schedule non-intrusive observation opportunities.Relevant: Provides practical experience that complements theoretical knowledge.Time-bound: Begin the on-site training days within the first 60 days post-training, continuing monthly.