This should be done in such a way that there is not great pressure on the sales people for the first few days. Tell them to go out and practice on any customer they find. The objective is to get them comfortable delivering their patter.

They are given realistic targets to achieve and when they flub and do not get results, they are corrected and sent back out by the person that is overall in charge of this project.

Failures: Not all will make it through this line-up. Correct them as much as possible and if they cannot make it, turn them loose and concentrate on the others that are making it. As the sales manager you also need to work on starting new groups through the process. Continue these steps until you have all the sales people you need to really boost the company sales.

Personnel: The number of sales force trainers required to train the company sales manager on this procedure and help him build his sales force is only 2 people. They will need to work in the company for 30 days. One of these would be the person overall in charge of the project. He or she creates the sales advertisements, get the people in, does the tests on them, interviews them and decide which ones to hire. This person also does the corrections. The assistant does the conversation-control training; the successful sales patter drilling and help the lead trainer with the corrections of the sales teams.

Summary: An effective sale teams can be built that pays its own way, enhances the company sales and increases the value of any business. The key to it all is having a hiring method and training program for the sales people that follows the exact laws involved in guiding and controlling a conversation.

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