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Need Hands on Sales Training?
CharTec Sales Lab
4 Days of Nothing BUT Sales!
August 22nd - 25th, 2023
October 24th-27th, 2023
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Your Marketing Efforts
Have You Feeling Like…
STOP wasting your money on
programs that don’t work!
CharTec Premium Marketing
Results Driven Marketing
Done-For-YOU!
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Finding, Training and Retaining a
Sales Superstar
… Easy Right?
Introduction
Nick Points
Vice President, CharTec
Nick@[Link]
[Link]/in/nickpoints/
Sales Team Structure
Sales Account
Engineer Manager
Sales Account
Closer Manager
Sales Manager Sales Admin
Sales Account
Closer Manager
Product Account
Manager Manager
5 Must Haves Before You Hire
Defined Product Offering
Defined Sales Process
Presentation Documentation
Training Program
Money in the Bank
8 Red
Flags
High Salary
A Non-Supporting DISC Profile
DISC
Unlikeable First Impression
More Technical Than Sales
Bad Credit / Background Checks
No Self-Investment
Dishonesty
Unemployed
Interview Process
Sorting Resumes
Sorting Resumes
Resume Disqualifiers Worth a Deeper Look
Gaps in employment Industry trending
Zero sales experience Consistent in sales
Errors galore on the resume Sales education certifications
Unprofessionalism…in print Sold invisible items
Goofy resume file names Quota claims
Watch Out For
Large Corporate Based Job Past
Enterprise Selling
Inflated Job Titles
Management Based Resume
Self Stated Accomplishments
Interview Process
Sorting Resumes
Send Preliminary Questions
Preliminary Questions
Any Non-Negotiable
Commission vs Salary Percentages
Salary Expectations
Managing vs Selling
Interview Process
Sorting Resumes
Send Preliminary Questions
Setup Phone/Video Interview
Phone Interview for Resume Specifics
HR Specific Questions
Why did they leave? Are they a threat?
Genuine Resume? Company culture fit
Get specific facts on past jobs Self rating system
Phone Interview for Resume Specifics
Interview Process
Sorting Resumes
Send Preliminary Questions
Setup Phone/Video Interview
DISC Sales Assessment Test
Interview Process
Sorting Resumes
Send Preliminary Questions
Setup Phone/Video Interview
DISC Sales Assessment Test
Setup First in Person Interview
First Interview
First Impression
Appearance Likable
Hygiene Speaking skills
Handshake Eye contact
First Interview
Questions
Sales process Hunter / Farmer
Books Appointment Generation
Objection Handling Cold Call Habits & Assign Tasks
Interview Process
Sorting Resumes
Send Preliminary Questions
Setup Phone/Video Interview
DISC Sales Assessment Test
Setup First in Person Interview
Setup Follow Up Interview
Follow Up Interview
Task Completions
Meet the Company
Business Tour
Any Final Specifics or Questions
Interview Process
Sorting Resumes
Send Preliminary Questions
Setup Phone Interview
DISC Sales Assessment Test
Setup First in Person Interview
Setup Follow Up Interview
Present Offering
Hired, Now What?
Fire Hose Strategy
Down them in material
Start making calls
Evaluate them in 2 – 3 months
Phone Book Strategy
Give‘em a phone book
Get a lead
Have the owner sell it
Learn as they go
The Problem
Uneducated and burning leads No accountability
Longer ramp up Sales depression
Difficult to spot failure Wasted 6-9 months of investment
30 Day Accelerator
Roadmap Summary
Week 1
Company Onboarding
Interview the Managers and Supervisors
Research and Learn Our Company and Logistics
Learn Our Line of Business Applications and Graduate University
Week 2
Shadow All Departments
Competitor Familiarization Report
Week 3
Product Knowledge and Offering Training
Office Process Training
Week 4 and 5
Sales Methodology Training
Sales Process Training
Script Training
Presentations Skills Training
Objections and Closes Training
Week 6
Graduate a Sales Lab
Perform a Mock Discovery
Perform Presentation
Close the Deal
Test on All Objections and Scenarios
Choices?
CharTec Sales Recruiting Program
1. Start Receiving Resumes and Scrubbing
2. Send Preliminary Questions
3. Conduct First Interview
4. DISC Assessment
5. Conduct Sales Interview
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6. Set Meet and Greet
7. Present Offer
8. Hold Accountable Through the Training Roadmap
9. Attend Sales Lab
10. Continue to Coach for 30 Days After Sales Lab
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Questions?
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