The Train the Sales Trainer Book
Book Contents:
SALES COACHING
To be able to use a range of strategies to coach individuals and groups towards improved performance.
Including:
➀. The Sales Coaching Formula – diagnosing and correcting key faults through observation, evaluation, intervention, demonstration and rehearsal,
➁. Analysing and recording sales skills performance through Phase Analysis (Onboarding) and Qualitative Analysis (AE),
➂. 1 to 1 Coaching using the GROW Feedback Model
PLANNING TRAINING PROGRAMMES
To be able to identify the training and development needs of individuals, a group or an organisation and plan programmes to meet those needs.
DESIGNING LEARNING ACTIVITIES
To be able to design appropriate learning activities as part of a wider development programme. Including:
➀. To be able to design the perfect 4-part lesson – Connect, Activate, Demonstrate and Consolidate,
➁. Games for Learning,
➂. Accelerated Learning Activities,
➃. Assessment for Learning formal and informal.
EDUCATIONAL KNOWLEDGE
To understand how sales people learn and adapt practices to their needs.
FACILITATING GROUPS
To be able to manage groups of different sizes and to help them learn effectively both in the classroom and remotely.
PRESENTATION SKILLS & TECHNIQUES
To be able to communicate information effectively using the most appropriate medium and to manage the attention of the group as you do so.
PERSONAL RESOURCEFULNESS
To be able to adapt to unforeseen circumstances in a sales training and development context and to remain positive and capable as you do so.
PSYCHOLGICAL ISSUES IN SELLING
To be able to use a range of psychological principles to create a positive mental attitude and to improve personal, individual and group mindsets.
Become a better sales enablement specialist, trainer, mentor, coach and leader?
I wrote Train the Sales Trainer to help sales enablers, trainers, coaches, mentors and leaders to better understand how adults learn, how to coach & mentor and how to design and deliver compelling training content.
What the top Sales Trainers in the world say about Train the Sales Trainer.
Testimonials
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Alex Handsaker:
Co-founder of Clevenue & Revenue ObsessiveChris is everything and more that you should expect from a sales trainer: A real character who genuinely cares about the teams he works with, and their ability to grow in their roles, and an absolute expert in what & how he teaches.
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Luis Navarro: CEO and Founder at Warantyfy
Chris trained me at Park Place, in charge of training teams for EMEA and APAC. I think he’s both a great person and a great professional. I learned a lot from him throughout our interactions and found him to be supportive and encouraging throughout.
He showed great leadership and his knowledge of the business was unrivalled. He would be a true asset to any company.
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Pingwei XIE: Technical Post-Sales & Compliance Manager at Panmi Pty Ltd
Chris is a great sales trainer who is encouraging and responsible. Chris has helped me a lot in starting my career in sales. He is also very supportive after the training has finished. He is very talented at cultivating team spirit in the group.
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Azec Bachok: Business Development Manager at Audacix
Chris is very innovative in his training. He uses creative ways to get the message across. He makes learning fun!
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Melvin Liu Jun – Client Success, ASEAN, Gartner
Chris was a great sales trainer during our first few weeks at Park Place. Much of the team had prior sales experience, but across varying sub-industries in IT, & of varying experience levels (no. of years, types of clients engaged), not to mention some fresh grads.
All in all, we appreciated Chris for his ability to bond the group despite our varying backgrounds & countries of origin, & give us a good foundation towards cold calling that would form the basis of our daily job here at Park Place.
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Matthew Norton: Sales Enablement Specialist at AVEVA SoftwareChris did a fantastic job for us in designing and delivering a new suite of e-learning assets to support our new sales process. He worked quickly and accurately in delivering high quality deliverables, skillfully supplementing our requirements with his training design expertise and experience. Chris was a pleasure to work with and delivered everything we asked from him and more.
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Bob Rahm: Director of Corporate Learning and Development at Park Place TechnologiesChris is a thoughtful, creative, and talented learning and development professional.
He is one of the most gifted learning and development professionals I’ve had the pleasure to work with in my career. His extensive knowledge, experience, and understanding of sales methodology, learning and development theory, and adult learning principles, is complimented with his genuine enthusiasm and energy.
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Janet Efere Sales Expert Sales Trainer
Sales Coach 
Chris has written a brilliant course – Train the Sales Trainer. When I decided to do the course, I will admit that I expected one or two tips, but even with my 9 years experience delivering sales training I was amazed at the quality and usefulness of the programme.
I have just finished delivering a two day course on essential sales skills and used a couple of the things Chris suggested – only to get the most amazing feedback from the group that these were some of the best bits!
Do yourself a favour – if you are considering becoming a sales trainer, this course will launch you so much faster than doing it yourself. It is fab and your students will love you for it!
Thank you Chris!
