Personal Development Learning Log
The Personal Development Learning Log is a simple system where salespeople can record and monitor their developmental progress. The challenge with any type of sales training, coaching and development is how to ?bring to life? and keep alive the theory so that salespeople are able to put into practice new skills, techniques and processes, easily and effortlessly. The Personal Development Learning Log is designed for salespeople to ensure they optimise development opportunities introduced during their Sales Activator? sessions, by providing a flexible structure that focuses their attention on the application of new skills and techniques.
The Personal Development Learning Log is available as a PDF that you can download for free or in a bound printed format that you can purchase in packs of ten @ ?25.00 per pack plus VAT and delivery. If your preference is to receive bound printed copies of the Personal Development Learning Logs please email lorna.leck@salesactivator.com stating the number of packs you require with your delivery address so we can provide you with a quotation.
PDFs for the Personal Development Learning Log have been divided into 3 parts for quicker and easier downloading. Please note that you'll need to produce copies for each sales person:
Part 1 - Introduction and Setting the scene
Click here to download
Part 2 - Competency Assessment Sections
Click here to download
Part 3 - Personal Development Planning Sessions
Click here to download
One copy of this PDF is sufficient for one Sales Activator? session. If an organisation holds monthly sales meetings then you'll require 12 x copies of this PDF for each sales person.
Why salespeople can benefit from using a Personal Development Learning Log
- Keeps new skills alive which builds confidence and competence
- Empowers them to become more accountable for their own ongoing development which increases their worth in the market place
- Provides tangible 'proof' of their development journey that they can show for career advancement opportunities
- Enables each salesperson to tailor their development actions based on their own requirements, and at their own pace
Why Sales Managers can benefit from providing their team with Personal Development Learning Logs
- Enables field-based sales teams to maintain focus on sales development to achieve a sustainable increase in sales results
- Provides invaluable evidence for performance reviews/appraisals
- Reinforces the relationship with their team by encouraging discussion and validation of performance
- Reduces team?s time spent ?off the road? attending training courses because development is naturally incorporated into job role
Why an organisation can benefit from providing Personal Development Learning Logs to their sales force
- Provides a framework to measure and monitor progress in sales development
- Compliments and enhances the value of instructor-led training courses, and ensures higher retention of knowledge and greater confidence when applying new techniques
- Improves consistency of Customer Value Proposition by the sales force, because development is based on core competencies
- Huge potential to generate incremental sales, very cost effectively
As a result of using and completing this log, salespeople will:
- Operate from a Sales Competency Development Framework to improve their overall ability and levels of professionalism
- Proactively stretch themselves so they work outside of their Comfort Zone to develop their sales performance
- Know how to maximise support from their Sales Manager
- Appreciate the benefits gained from making improvements in bite-sized chunks
- Understand the steps they need to take to integrate new skills as an unconscious competence
- Continually seek to monitor their progress and identify their own development requirements
How long does it take to complete The Personal Development Learning Log?
This varies from organisation to organisation and is essentially based on the frequency of sales meetings.
There are 52 personal development-planning sessions to be completed. Therefore, if Sales Managers run weekly meetings (and incorporate development activities in these meetings), then typically it will take a year to complete the entire log. Alternatively, if sales meetings are held every fortnight then it could take 2 years to complete.
Sales Manager?s Guide
A 19 page guide for Sales Managers has been created to help them ensure that their salespeople can optimise The Personal Development Learning Log. Crammed with practical sales coaching suggestions, field-based assessment skills and a format to follow when introducing these logs to sales teams.
Conclusion
To create a lasting change in salespeople?s beliefs around their own potential, they need to fully embrace the concept that regular development leads to more sales. Organisations that support the need to establish a strong field-based development ethos are the organisations that flourish.
Outstanding salespeople are committed to continual improvement so they can enjoy higher standards, accelerated performance improvements, and consequently an increase in their sales results.
