The Sales Team Training Handbook
Sales · Nº 40
The Sales Team Training Handbook
Hire, Train, and Coach the People Who Sell
"Just shadow Mike for a week" isn't a training program. It only feels like one.
24 tools and a 5-tab spreadsheet to write down what your best salespeople do, teach it before new hires hit the floor, coach one thing at a time, and pay commission on the right behavior.
You get 24 tools to diagnose each salesperson, train new hires on a 30-day path, observe and coach real customer interactions, run a weekly routine, and build a commission plan the team can check. Plus a 5-tab spreadsheet, filled in with the example.
A book explains the method. This handbook puts it to work: the tool, a worked example, and a spreadsheet with your numbers.
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
The new hire got a tour of the store and a week next to your most experienced salesperson. Three months later, they're selling a fraction of what the others sell, and you can't say why. Everyone on the team handles customers their own way. Monday's meeting has turned into a grilling over the numbers. The commission rewards volume, so the discounts keep growing. And when the new hire quits, you start over.
THE SPREADSHEET
Sales team spreadsheet
Use the completed example as a reference and enter your business data in the marked fields. Check the instructions and the calculations before you make a decision.
SOUND FAMILIAR?
Three situations this handbook solves
Ten minutes before the doors open
You run the morning huddle: the day's schedule, today's target, and a quick drill on one question customers always ask. Ten minutes, standing up, and everyone walks onto the floor with the same answer.
Right after a customer walks out
You watched the whole interaction without stepping in. Now you take 15 minutes with the salesperson: what were you going for, what happened, what could you do differently, what will you do next time. They pick the change.
You're about to change the commission
Before you announce anything, you run the new tiers on last month's real numbers and test them against the side effects: discounting, holding sales for next month, fighting over customers. Then you decide.
INSIDE
What you'll find in each tool
Five parts, in the order a manager needs them. First, a snapshot of who sells and where each person loses the sale. Then training before the sales floor: a 30-day path, an answer bank, daily practice, and role-play. Then observation and short coaching conversations. Then the weekly routine: morning huddle, pipeline review, new hire ramp-up. Last, variable pay, tested before it goes live.
WHAT YOU GET
Everything included in your purchase
- The Sales Team Training Handbook in PDF: 24 tools, each with step-by-step instructions, a worked example, and an exercise
- The sales team spreadsheet in Excel and Google Sheets, with 5 working tabs (Team, Training, Observation, Week, and Commission), filled in with the example company
- The Template kit: 11 ready-made texts, including the sales floor sign-off test, a role-play case card, the coaching script, and a one-page variable pay plan
- 2 worksheets to fill in (customer interaction observation and monthly statement) and a 30-day plan, one week per stage
- Access to your handbook on the Consylion platform
Full table of contents
The 24 tools, in the order you'll use them
Part 1 · Part 1 · Who sells in your store
- 01Top performer profileWhat your best people actually do, written down so you can hire and train for it
- 02Salesperson X-rayWhere each salesperson loses the sale, stage by stage, instead of one average for everyone
- 03Skill × willWho needs training, who needs motivation, who gets autonomy, and who needs a hard conversation
- 04Skills matrixWho knows what, from product to financing, on one grid, with who teaches each gap
Part 2 · Part 2 · Train before they hit the floor
- 0530-day path to the sales floorWhat the new hire learns each week, and the test they pass before selling on their own
- 06Salesperson answer bankThe questions customers always ask, each with a checked answer and an owner
- 07Spaced practiceTen minutes a day that keep prices, plans, and financing fresh
- 08Learn by watching the bestThe veteran shows, the new hire repeats, and the manager corrects
- 09Three-person role-playSalesperson, customer, and observer, with a case card and a scoresheet
Part 3 · Part 3 · Observe on the sales floor
- 10Sales floor observationWatch a real customer interaction without taking over the sale
- 11WhatsApp conversation reviewRead customer chats and find the exact point where the sale went cold
- 1215-minute coaching conversationRight after the interaction: what went well, what to change, what to practice
- 13One thing at a timeTwo weeks on one behavior, with practice and a measure
Part 4 · Part 4 · Run the week
- 1410-minute morning huddleThe schedule, today's target, and a quick drill before the doors open
- 15Pipeline reviewEvery open deal with a next step and a date, salesperson by salesperson
- 16New hire ramp-upWhat a new salesperson should sell in months 1, 2, and 3
- 17Is it a training problem?Check whether the gap is knowledge, conditions, or motivation before you schedule training
- 18The sales manager's weekHours on the floor, in training, and on the pipeline, not just in the spreadsheet
- 19Annual training calendarOne theme a month, planned around your busy seasons
Part 5 · Part 5 · Variable pay
- 20The right pay mixHow much of total pay rides on sales, depending on the kind of sale
- 21Commission tiersA threshold, a target, and an accelerator for beating it
- 22What variable pay rewards by accidentDiscounts, held-back sales, and fights over customers, tested before the plan goes live
- 23Floor rotation and customer ownershipClear rules for rotation, returning customers, and split sales, so nobody fights over who owns the customer
- 24Commission statementA monthly statement each salesperson can check line by line
Who it's for
It's for you if
- You manage 2 to 15 salespeople, and each one sells their own way
- New hires take months to reach the team average, or quit before they get there
- You want to train your team without setting up a training department
- You pay commission and aren't sure whether it rewards good selling or just discounting
- You're the owner and the best salesperson, and you need a way to pass that on
It's not for you if
- You want to set up the sales funnel, targets, and dashboard. That's The Sales Handbook
- You need conversation, objection, and closing scripts for customers. See The Sales Closing Handbook
- You're looking for the hiring process, from the job post to the interview. That's The Hiring Handbook
- You want a training course to fix a salesperson who doesn't want to sell. Training fixes knowledge, not will
Frequently asked questions
I only have two salespeople. Is it worth it?
Yes, with less paperwork. Do the X-ray, the skills matrix, and sales floor observation. Swap three-person role-play for pairs, with you as the observer.
The example is a dealership. Does it work for my business?
If people sell for you, yes. Every tool has a section on how it applies to services, retail, manufacturing and distribution, and independent professionals. You swap the example's numbers for your team's.
What if a salesperson doesn't like being observed?
Give notice in writing beforehand, observe everyone, starting with your best salesperson, and open every conversation with what went well. The Template kit includes the notice to the team.
Can I change the commission for people already on the team?
Carefully. Simulate it first with real numbers. A change that lowers anyone's pay calls for a written agreement and a word with your lawyer or accountant, because the rules differ from country to country.
How much time does this take?
About 2 hours and 24 minutes of reading, or 6 minutes per tool, plus the exercises. The 30-day plan gives one week each to the team snapshot, training, the sales floor, and the routine. Variable pay waits until the second month.
What do I get, and in what formats?
Each handbook is a PDF of about 100 pages with 24 to 27 tools. Every tool has step-by-step instructions and a worked example. You also get the handbook's spreadsheet in Excel (.xlsx), which opens in Google Sheets too, with the example already filled in. The message, policy, and clause templates are in the Template Kit inside the PDF, ready to copy and adapt. Read it in the member area or download the files.
How do I know if it fits my business?
Each handbook's page shows the problem it solves, who it is for and who it is not for, the full table of contents, sample pages, and the company used in the examples. The examples come from small businesses in several industries, with illustrative numbers. If it is not a fit, you can ask for a full refund within 14 days of your purchase, as described in the Refund Policy.
What is the difference between a handbook, an area set, and the Series?
A handbook solves one problem. An area set brings together every handbook and spreadsheet in one of the 6 areas, for less than the price of 5 single handbooks. The Consylion Handbook Series brings together all 100 handbooks and 100 spreadsheets, for less than the price of 8 single handbooks, and includes the next handbooks in the Series. Products outside the Series, from Consylion Life or Consylion Business, have their own price. They are sold separately and are not part of an area set or the Series.
Do I need to read everything before I start?
No. Each tool works on its own. Open the table of contents, pick the tool for today's problem, and start there. You can also read it cover to cover.
Do I need to know Excel?
The basics are enough: open the file and fill in the marked fields. The formulas are already built, and the handbook's example is filled in for reference.
How do I pay, and when do I get access?
By card or bank transfer, as a one-time payment with no subscription. Once your payment is confirmed, you get access to the member area by email. Approved card payments are confirmed right away. Bank transfers are confirmed when the funds clear. If access does not arrive within 24 hours of confirmation, check your spam folder and write to team@consylion.org.
How long do I have access, and how can I use the files?
Access does not expire, and you can download the files for offline use. The license is individual. You may read the handbooks, print them for your own use, and fill in and adapt the spreadsheet and templates with your company's data. If you are a consultant, accountant, or manager, you may apply the tools with your clients and deliver the result of your work, not the files. You may not share, resell, or distribute the files or the access.
How do support and refunds work?
Support is by email at team@consylion.org, on business days, with a reply within 5 business days. It covers questions about access, files, and payment. It does not include consulting or advice on applying the material to your case. You can cancel within 14 days of your purchase, without giving a reason, and get the full amount back through the payment method you used. Send the request to the same email. The details are in the Refund Policy.
CONSYLION HANDBOOK SERIES
The 6 departments of your business, for less than the price of 8 single handbooks.
This handbook solves today's problem. The Series solves the next one, and the one after that, with nothing more to pay.
- 100 handbooks with 2,403 ready-made tools, to read on screen and download as PDFs
- 100 spreadsheets for Excel and Google Sheets
- 6 business areas
- Lifetime access, unlocked once payment is confirmed
One-time payment of $197.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Sales · Nº 40
Build a team that sells the same way on purpose
Good salespeople aren't only found. They're developed, one behavior at a time. This handbook gives you the tools, the spreadsheet, and the scripts to describe what works, teach it, watch it on the floor, and pay for it. Running the routine every week is up to you.
See all 100 handbooks · $197.00
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.