1. Our best sales people and sales supervisors participate in conducting sales training.

2. Sales training is integrated with appraisals, incentives and other sales support to reinforce specific behaviors.

3. We base our sales training on research of the successful behaviors of our best salespeople.

4. Our sales training emphasizes getting information rather than giving information.

5. We have a demanding sales orientation for new hires that establishes high performance expectations.

6. Sales supervisors receive training in coaching and goal-setting for specific behaviors taught in sales training.

7. Each sales course is custom-designed to meet specific behavior objectives or to solve a specific sales problem.
   
8. Mental toughness issues such as fears about selling, confidence, goal-setting, resilience in the face of resistance, assertiveness and customer focus receive substantial training time.

9. During sales training, over 50% of training time is devoted to application and practice of key sales concepts.

10. Following sales training, sales supervisors are provided guides for observing and reinforcing key sales behaviors.

11. Desired sales behaviors are well defined for short term goal-setting and feedback, and goal achievement is evaluated by sales results and by supervisor observation.

12. Our product training stresses applying product benefits to solve customer problems, including training in customer analysis, handling objections and positioning products against competititon.

13. Our sales trainers are effective, motivating group presentors.

14. Our sales supervisors and best salespeople typically receive more sales training than other saleseople.

15. Our sales training ts designed differently for each sales position in the organization.

16. Our sales training stresses adjusting to customer reaction rather than using rigid sales formulas.

17. Our sales training connects participants to their real world of selling with analysis and rehearsal of real sales situations and use of training instruments that transfer learning to the job.

18. Follow-up reinforcement training and self-coaching guides are part of the design of every sales course.

19. Our sales training is used to establish cues and standards for appropriate behavior to make everyone's sales behavior the same in some important way.

20. Our sales training stresses effective use of sales time. particularly refocusing time to the right prospects who have a high probability of buying.

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