Created on February 9, 2024
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Manager Training Schedule
Ensuring your sales people are set up for success relies heavily on your consistent involvement of their training journey.
Manager Training Expectations
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.
The Close + Manager Drop
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.