Docstoc

Curriculum for Sales Territory Managers

Document Sample
Curriculum for Sales Territory Managers Powered By Docstoc
					Curriculum for Sales Territory Managers

Phase of Program                        Description                                                               Level-Evaluation
1. TimeMed Orientation                  To orient the new hire to the organization and give him/her the           1 - Learner feedback form.
Week 1, in Burr Ridge by Managers       basic skills needed to prepare for work in the territory and for future   2 - Written quiz, in-class
                                        training. Includes basic knowledge of label stock and adhesives,          trainer observations, trainer
                                        product catalogue review.                                                 feedback form.
2. Territory Orientation                To introduce the new hire to the Field Sales Manager and the              1 - TM Feedback Form
Week 2 in TM Territ ory by DM/trainer   territory assignment; to review expectations during the first six         3 - Field Trainer's Checklist
                                        months; and to assist in start-up administration.
3. CD-ROM Training                      To provide detailed information on important topics via computer          3 - In-program quiz
Weeks 3- 12 in TMs home office.         training CD-ROM. Includes AMA Time & Territory Management,
                                        AMA Step Up to Consultative Selling, and FTA Introduction to
                                        Flexography.
4 & 6. Product Training & Field         To make the new hire fully compet ent in the field; to provide more       1 - Learner feedback form.
Application                             advanced knowledge of healthcare, dealers, contracts, national            2 - Written quiz, in-class
                                        accounts, and the hospital environment, and more technical                trainer observations, trainer
                                        knowledge regarding products. To give the new hire the opportunity        feedback form, performance
                                        to observe and apply needed skills.                                       tests.
   Consists of Week 3 and 4 classroom                                                                             3 - On-the-job trainer
training in Burr Ridge with field                                                                                 observations.
application in DM/Trainer territory
following.
7. Field Review (Ride-alongs)           To observe new hire's progress; To insure he/she is competent in          3 - On-the-job trainer
Periodic observations and coaching of   the areas of territory management, val ue-added selling, product          observations
TM by DM/trainer in TM territory        knowledge and applications in the hospital environment and, if
                                        necessary, to diagnose and recommend remedial training or other
                                        interventions.
8. 3 & 6 month Review                   To observe new hire's progress. To formally evaluate new hire's           3 - 3 & 6 month Review
At 3 and 6 mont hs, observation and     competence in the areas of territory management, value-added              Forms      4 - Sales $ and %
evaluation by DM/trainer in TM's        selling, product knowledge and applications in the hospital               to goal statistics
territory.                              environment, and to plan future performance.
9. 12 month PPRP                        To observe new hire's progress. To formally evaluate new hire's           3 - 12 month PPRP Forms
At 12 months, formal observation and    competence in the areas of territory management, value-added              4 - Sales $ and % to goal
evaluation by DM/trainer in TM's        selling, product knowledge and applications in the hospital               statistics
territory.                              environment, and to plan future performance.
10. Advanced Selling Skills
                                        At 12-18 months, Advanced Sales Sk ills. Custom, detailed
                                        information regarding Value-A dded Selling, Territory Management
                                        Plan, Consultative Sales Skills, the Future of Healthcare, Hospital
                                        Conc erns, Non-verbal Communication, Prospecting, Negotiating
                                        Skills. OR more general Advanced Sales Sk ills seminar from
                                        American Management Association

				
DOCUMENT INFO