How do you start? Just write an outline about your topic, and then fill it in with stories, tips, hints, and facts. Proof read it, and then publish it on your web site, or give it away as a promotional item.

At Web Builder Express, we wrote a free 15 page guide that we give to our visitors / potential customers in exchange for their e-mail address. It took us about 15 hours to write our book. It provides our visitor with useful information, which builds our credibility.

So go ahead and give it a try. Set aside a few hours a week. Make your book a reality!

• Trainers can also produce measurable results. Sales training attempts to bring out best in people. It should deal in reality and include ways to monitor activity and assess performance based on measurable outcomes, while accounting for individual variables.

But training, cannot make sales happen. While training can contribute to sales results, it cannot determine sales results. The only result for which training can be absolutely accountable is delivery of training that meets pre-established organizational goals.

One of exciting things about sales training, however, is that if effective, rewards are immediate. The company, producers and clients are all winners, right away!

The Training Process

The most effective training programs are: 1. Goal-oriented. People are expected to move toward measurable performance standards, along a predetermined path of well-defined goals. 2. Activity-based. The end-result will be ability to apply knowledge and demonstrate proficiency with career skills. 3. Self-directed. The trainer makes training resources, guidance and coaching available, but it is up to trainee to make most of them. 4. Individualized. Training can be geared as much as possible to interests, needs, experiences, strengths and duties of trainee, and conducted in a positive learning environment.

Next: Sales Training – A Short Course, Part II