- Describe sales organization goals in terms of:
Market positioning
Market segmentation
Product emphasis
Account relationships
Sales revenue
Other goals
- Describe the management system and organizational sales culture:
Levels and types of managers
Levels and types of representatives
Methods of sales planning
Methods of sales compensation
Appraisal systems
Method of sales recruiting
Most prominent features of the sales culture
Decision making style
Other significant cultural factors (what's unique?)
- Describe these aspects of the target sales and sales management training audience:
Career track
Age range
Education range
Values or beliefs
Current competencies--knowledge (specify audience)
Current compentencies--skills (specify audience)
- Desribe other job factors in the sales organization:
Drivers
Barriers
- Describe past and/or present training programs and iniatives:
Content
Behavioral objectives
Media
Handouts and takeaways
Customization
Other significant features of past/present training:
- Describe past or present training delivery:
Effectiveness of instructor style:
Effectiveness of presentations
Effectiveness of directions
Effectiveness of ability to lead discussions
Effectiveness of charting
Effectiveness of credibility with audience
- Describe most current curriculum:
Pre-work
Modules
Follow-up
Continuous improvement/enhancement
Assessment
Coaching
Career development/performance management
- Describe current learning systems
Computer-based learning
Innovativeness
Simplicity and clarity
Application to job
Level of customization
Top management endorsement/involvement
Degree of management reinforcement
- Describe desired goal attainment through training
Morale
Acceptance
Content knowledge
Skill development
Retention after training
Transfer to job
Measurable performance impact
Sustainable measurable performance impact
- Describe how you would like to improve your training:
Program
Delivery
Curriculum
System support
Measurable goal attainment
Other improvements
- Describe cost benefit analysis:
Annual budget
Time commitments
Train-the-trainer/manager commitments
Apparent benefit
Ratio of total cost to benefits
- Describe Potential Leverage Points for Future Improvement:
Research on job requirements
Alignment with company strategy
Better instructional design
Better customization
Means to get line involvement
Other implementation changes
Evaluation methods
Follow-up/continuous development
Alignment with appraisal system
You are done. Read it over. Anything you want to add?
