Sales training and coaching · Training programme design
Train the team on one behaviour, and measure the stage of the funnel it should move.
A single behaviour training plan picks one thing your reps do wrongly, such as not asking about budget, and builds eight to ten weeks of training around it in five stages. It ends with a baseline and target for one funnel stage. The page covers the plan sheet, the trainer brief and the before-and-after check.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A single behaviour training plan picks one thing your reps do wrongly, such as not asking about budget, and builds eight to ten weeks of training around it in five stages. It ends with a baseline and target for one funnel stage. The page covers the plan sheet, the trainer brief and the before-and-after check.
A diagnostic centre chain in Hyderabad sends its front-desk sales team on a full-day workshop on "communication skills". Everyone enjoys it and nobody can say a month later what has changed. The enquiry-to-booking rate is the same as before, because the workshop was about everything and so about nothing.
This plan starts from the funnel instead. Look at which stage loses the most prospects, for example enquiries that never become a visit, and pick the one behaviour you think causes it: reps do not confirm a time before ending the call. Write down today's conversion at that stage and the target.
Then plan five stages for that one behaviour. Learn it. Be quizzed on it every few days. Rehearse it in a role-play where an expert takes the customer's part. Use a job aid in the CRM or WhatsApp at the moment it matters. Get a coach to watch real calls. Run all this for at least sixty-six days, then measure the stage again.
The sales head plans it and the owner picks the trainer and funds the preparation time. Do not run more than about four of these in a year. It follows the skills baseline and hands over to the coaching routine.
Where this sits
Topic 8 of 8 in sales training and coaching: training programme design. Designing training that changes behaviour. Distinct from the sales-management training pages: these are team-level designs.
- The topic before
- Hiring and onboarding sellers
If you want this done for you
My salespeople do not follow up, do not handle objections and do not close.
The work
What this is actually like.
“A one-day event fades by the following week”
People forget a workshop within days if nothing makes them use it. The quiz after three days, the role-play in week three and the manager watching a call in week five carry the learning from the room to the desk. Budget time for those, not just for the day.
“Choose a behaviour you can see”
"Be more consultative" cannot be watched. "Ask the buyer what they have tried before quoting" can. If an observer cannot tick a box on a call recording or a chat, rewrite it until they can.
“The trainer needs preparation time”
A good internal trainer or outside expert still needs hours to learn your products, buyers and objections. If you only pay for the session day, you get generic content. Include two or three days of preparation in the budget.
“Training time is working time and recovery clauses need care”
Hours spent in training count as working hours under the wage rules, and if you plan to recover training costs from someone who leaves early, the clause has to be reasonable and written in the appointment letter. Ask your labour adviser to check it.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The behaviour and stage sheet
One behaviour in a sentence a stranger could observe, the funnel stage it affects, today's conversion at that stage, the target, and the date it will be measured again.
Result: Finished when the target can be checked from the CRM or order book without a debate.
The five-stage plan
A table with the five stages as rows: knowledge, sustainment quizzes, skill practice, on-the-job aids and coaching. For each, the activity, the owner and the dates across the eight to ten weeks.
Result: Finished when every week has an item and a name beside it.
The trainer brief
What the trainer must know about your buyers, your three most common objections, and what you want a rep to do differently on the next call. Include sample calls or chats.
Result: Finished when the trainer can run a role-play using your customers' words.
The quiz and role-play record
Scores for each rep at each stage so you can see who is stuck. Keep to five questions per quiz and a short scored role-play.
Result: Finished when the record shows movement or a reason for none.
The before-and-after note
Stage conversion before and after, plus the decision: stop, repeat or hand to coaching if reps slipped back.
Result: Finished when the decision is written and dated.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How do we choose the behaviour?
Can we train two behaviours together?
What does it cost?
What if the metric does not move?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of training programme design
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.