many competitors fall into similar categories you may want to outline a more Use the Web to conduct your sales training. Increased customer engagement equals more overall sales, an effect that compounds over time. Employees should find all vital information quickly and efficiently. Information Write a first draft of all materials interactively reviewing The importance of sales training is well-documented. At Sales Training International, we create customised, interactive and innovative sales training programmes for all kinds of businesses. Start a yellow section on pricing with 1Y. An online presentation detailing This gives your sales reps context around their roles and what they’ll learn during training. For in-person behavioral retail sales training, or training of the soft skills, allot a minimum of three hours exposure to the material to start. Services may be superb. Best Buy found that the stores with the highest levels of recognition outsold those with lower recognition levels by three to one. Sample Training Manual Templates. Numerous sales training programs already exist. Free Online Sales and Marketing Training at BusinessBalls.com. Dealerships will refer to these steps as "the steps to the sale" and any car salesman new to the business will more than likely learn these steps, either formally or informally, on day one. Before writing a training manual, you should have completed some type of front-end analysis, including task analysis. Invest today in more sale … A podcast, sent out with the sales guide as a summary, is a On this section of the website there are pages of free articles and training materials for you to download. Sales Training Courses Sales Blog In-House Sales Training FREE Sales Training Manual View Our Client List Read Our Case Studies Make An Enquiry Sales training prepares your salespeople for success by making them more effective professionals. Interview it fits into the overall product line, a list of key features and benefits, therefore critical that the sales guide be as concise and hard-hitting as Your company sales manual is your sales department's "how-to" guide for achieving success. How to Write a Sales Training Manual. Since If it is many pages you may want a binder where sections can be the guide be updated. reference summary in addition to the full guide is ideal. These fact sheets are designed to give you an introduction to the subject. understand what they feel they need from a sales guide. Photos, new-line introductions, pricing stats and other information can help reps counter arguments from customers who are ready to say no to a sales pitch. guide for a distribution channel, for example, might be one page. understand where they have been successful, Spend an hour or so with a new sales representative to She has authored and co-authored 14 books and penned hundreds of articles in consumer and trade publications, including the Illinois-based "Daily Herald" newspaper. This short, to the point sales training course can help them with the basics of selling. If it is Sales Training Programs. A sales guide designed for a direct sales force to sell a Or in a case where you are training sales techniques at a clothing store, here you need not explain what pants and shirts are. Sales and Marketing Management—provides business owners or managers with essential knowledge and skills they require managing their business from a sales … Have one or two sales people review the document for The material covered in sales training is diverse, and it can cover updates about the latest product developments, a walkthrough of a new sales tool, or general guidance about how to make the most of the latest sales techniques. Collect the content submitted by staff contributors and turn it over to the writer. Generally, the onboarding phase of retail sales training takes from 5-10 hours. Sales presentation - It is important to let the sales people know how to present the product. overview of their strategy can be useful if you have just a few competitors. Selling strategies - Outline target market, market size, You also could use a DVD. The material covered in sales training is diverse, and it can cover updates about the latest product developments, a walkthrough of a new sales tool, or general guidance about how to make the most of the latest sales techniques. engineer. Sales and negotiations skills are best improved with in-person training, online reinforcement, and continued internal coaching and accountability measures. One of the fastest ways to increase sales of your Use these roofing sales training tips to help new or current employees sell the right way so you can boost close rates. Sales Training Manual GET THE ORIGINAL H auler Racks, Inc. • 7109 31 st Ave N, Minneapolis, MN 55427 • 800-843-5445 • haulerracks.com • sales@haulerracks.com Both could save a fortune on travel and lodging costs. Spend an hour or so with a seasoned sales representative to Details. But, how much should you invest? not bored to tears listening to it. Sales Training The majority of sales training is focused on sales strategy and tactics. Collateral - All associated collateral including datasheets, Show the products as they might be used in homes or businesses. Leveraging core sales training programs like Strategic Selling® with Perspective and Conceptual Selling®, Miller Heiman Group’s sales training gives sellers the tools they need to close more deals in a complex, competitive sales landscape. of the manual must be clearly identified as being customer consumable or Sale people make money when they are on the phone Learn more about writing a sales training manual, Find software for manual writing projects. broad strategies for competing against competitors in those categories. demonstrations, presentations, etc.) Reps don’t like increases, but if they understand why prices have increased, they might get on board with less reluctance. particularly useful tool because sales people generally spend a great deal Things to Include in Your Restaurant Training Manual Mission Statement. Experienced sales trainers can do that. (if it is a large guide); large, clear headings for each section and Concise length Use bullet points to present marketing suggestions, press clippings, surveys, testimonials and other background data. Include volume pricing guides and other incentives for the customer. He had the unenviable challenge of trying to connect with not only our sales team (retail and inside/outside commercial teams) but also our accounting staff, warehouse crews and others not ordinarily associated with selling. Reference Material - Include a listing of where they can find more Franchise Only (40) Franchise News (32) Sales & CRM (8) News & Tutorials (8) Coffee makers (4) News (4) In fact, if that’s your current system, all of that hard work and training could be forgotten by your team in just a few months. should be very easy to find so there should be a good table of contents These examples will illustrate whether you should be broad or specific in your discussions in the manual. Your sales team should understand that successful selling is about so much more than telling customers why your team is awesome. specific industry. Sales training slides. back) introduction and summary. Your restaurant’s mission statement is an expression of your creative vision. sections in a binder. For They spend $20 billion a year training their sales reps. Before writing a training manual, you should have completed some type of front-end analysis, including task analysis. Benefits of Sales Training Sales Training has numerous benefits, both for your sales team and company-wide. Your company sales manual is your sales department's "how-to" guide for achieving success. Our popular SOLAS Training Manual takes the time and hard work out of preparing your training material, and provides an up-to-date and user-friendly document that complies with the SOLAS requirements. This document is also available on our website - login / documents page / franchise info folder. I find it astounding that the same sales professionals achieve the top sales results, year after year, whilst others sit back and wonder how they could achieve similar results themselves. It also includes a … The most important packaging item to consider is how needs updating or creating from File Format. Contact pag e– Includes the names and locations of those within the company who can answer questions about new products, promotions, incentives, commissions and other sales-related matters. is the best way to show this information. How to sell cars with the car salesman training manual and its 11 steps to the sale. Sales Basics . If in-person sales meetings have become too costly, consider putting your manual on a CD or in an MP3 format that can be played in the car while sales reps travel. Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. information about the product or a specific technology. The company that keeps its sales force informed and supplied with every resource it needs to do the job well will flourish. Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. This can be done through sales training, a written sales guide, and/or an audio or video file. competitive announcements. In most cases, your salespeople will start the job with a grasp of the basic sales skills.Your sales training program will build on those basic skills and also include company-specific training such as product knowledge, sales processes, and prospect qualification. Employees should find all vital information quickly and efficiently. But great sales reps can make or break a company. A video of the presentation is also a useful tool. Sales Training Manual Sales Training Manual This Sales Training Course will ask you whether you learning from the Top Sales Performers in Your Organisation? write a Sales Guide: building a Spend an hour or so with a systems engineer or product manager must be called out wherever necessary and in the glossary of terms. In many cases, training focuses on critical areas such as closing. List each item’s features and benefits on the page adjacent to each photo. This can be demonstration highlights, most common customer questions, and product Several sections over-lap, but following this guide in the order it is written will fulfill the critical stages of your training. one will read it cover-to-cover). possible. this reason it is desirable to have an internal web site that has all updates. CONCEPTS We believe that a new sales professional should: 1. customer sections - Sales people will often copy parts of the sales Sales manuals should be working drafts, and updated regularly to reflect current policies and practices. Herewith our updated sales training manual for all to use. Here are a few free sales training material hubs for your training endeavors: 1. Currently used in commercial shipping fleets around the world, and considered by some to have become the international industry-standard. the target audience.A sales The printed sales guide should reference the website as a resource for This may be links to your website or other websites. with a few bullets. Ask them to choose signature colors, fonts and formatting styles that will give your presentation a uniform, professional look with content ranging from data to graphs, charts and other visual aids. To implement a great sales training program, here are seven important components to consider: 1. canrockdivision.com. Sales Skills Training Manual - Free download as Word Doc (.doc), PDF File (.pdf), Text File (.txt) or read online for free. This type of format will allow you to add more material to the appropriate section, and if pages fall out, you’ll know exactly where they belong. Include email addresses and phone numbers. Your interactive learning portal sharpens sales skills, improves customer service, helps your team master furniture, mattress, and retail product knowledge, and empowers management leadership excellence. The package should come with a one page (front and The importance of sales training is well-documented. Competition - A table of competitors with a feature matrix Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. done through sales training, a written sales guide, and/or an audio or video file. Sales Process Training Training that introduces an end-to-end sales process and techniques for each step. Sales Training Manual. to show how to demonstrate a product. It is The free sales training above is a great way to try out our application and see what you think. You Her newest book, "The Christmas Quilt," was published in December 2011. It is a standard format that can be used by organizations. Training is the most important element in becoming a professional security officer, … if you need a large sales guide to go through detailed demonstrations Essential sales skills. 3. who has gone on sales calls and knows the key selling features of the and competitive information for a direct sales force, providing a quick This piece was used in a content marketing & SEO strategy to gain new email subscribers for their email marketing list. - A new sales person may be unfamiliar with the buzz words of your Companies in the U.S. feel the same way. These badges led to four distinct levels of recognition, ranging from bronze to platinum. You know how to sell and all about the company’s sales processes, you have the answers, and you instruct your team daily and repeatedly. complex information. By doing so, you will have created, at the very least, a task listing of terminal and enabling objectives for the cognitive and behavioral tasks you plan to teach within the training manual. There are many people that have to sell as part of their role but have not received formal sales training. throw in their brief case. Benefits of Sales Training. Internal customer service training must be standardized to avoid serious discrepancies that result in customer churn. Policies, practices and protocols – Many of these corporate documents may already be in effect, but reps need to know where they stand, and it’s particularly important for the newest members of the sales team to have this background information. The exact process for writing a training manual may be dictated by the industry it is for, but there are some general things you can do to help your employees get the most out of the manual. you would just replace the entire guide when updates are required, but can sales manual. You can use the template to show a detailed description of the sales process as well as an overview of your company and employees' job responsibilities. The above lessons are a how a learner will view their assigned lessons. Pronunciation This course will provide learners with more tools and ideas to explore different sales and marketing techniques. New strategies – Offer reps easy-to-digest ways of introducing and selling new items. Leadership awarded the sales force badges when it utilized concepts taught in training. Sales Training has numerous benefits, both for your sales team and company-wide. Employee training manual should include relevant information which would help employees enhance their capabilities, eventually increasing their productivity and … product, sample files, datasheets, presentations, competitive analysis, This can often be a Categories. The sales guide will vary drastically depending upon not. be time consuming and expensive. Contact information - Let the sales person know where they 7 Sales Training Games That Actually Boost Your Skills You may read every book there is on riding a bicycle; it won’t be as effective as grabbing one and wobbling your way to routine. PHARMACEUTICAL SALES TRAINING MANUAL DESCRIPTION: The association's 16th Edition CNPR Pharmaceutical Sales Manual prepares students for their CNPR exam while providing the vocational knowlege needed for anyone looking to break into the pharmaceutical industry. the latest and greatest information. Sales manuals should be working drafts, and updated regularly to reflect current policies and practices. One very important resource is the sales manual. information. This training program consists of five sections to be completed in numerical order 1 – 5. Gather all associated materials including a copy of the This accessible template helps you train new salespeople to be informed contributors to your team. - The length of the document will vary dependent upon the target Sales ... credit card is authorized you will receive an order confirmation via email and instant access to download your manual from the web. people, one to two pages is best as a quick reference that they can Even The above lessons are a how a learner will view their assigned lessons. Truly, it is not their fault. They make great reference material and can help new staff members understand past sales efforts. Have them demonstrate The manual is written from modules developed by the training team on the stoves commercialization project and th e OEF international Small businesses book. While early sales processes still contain some useful techniques and fundamentals, successful selling today relies on modern selling using collaboration, facilitation, and partnership. the competition. Don't forget to include pricing. Customer Service Training Manual. Product photos and selling points – Use large, sharp images of new products. Keep formatting and length in mind when creating your sales manual. For a one page sales guide use only the top three the key closing deals - so they often won't take the time to read a detailed A quality point of sale system should allow you to quickly run reports that indicate sales … This will ensure that the entire presentation is written in the same voice and style. This includes our free e-book, ‘100 ways to improve your sales success’ plus articles on sales and selling with hundreds of sales tips and techniques. formatting - You want the document to be a great reference manual (no product presentation for more information. Sales Training Programs. completeness. Short Sales training inspires and motivates your team, making them eager to practice their new skills and engage customers. script is great. of time in the car. Even for experienced sales reps, training presents an opportunity to refresh basic sales skills. “Everyone saw their their role in the sales process” “Bob led a half-day sales training seminar for our entire company. Updated pricing guide – Devote at least a page to pricing updates. one or two sales people for information on how they sell the product. Sales training manuals specifically for engineers, scientists and techies Sales Training for Engineers. Small businesses must work to develop their products and services as a key elements of their growth and success. sales (43) sales calls (2) sales goals (3) sales management (1) sales team (1) sandler methodology (15) sandler rules (2) self-awareness (6) small business (1) social selling (9) success principles (5) team development (3) territory management (2) training (2) transactional analysis (2) There is only one reason to invest in sales education for your team: Grow your business. Employee training manuals are small handbooks which are given to employees by training managers for their future reference. Keep formatting and length in mind when creating your sales manual. We will ensure that your business’ values, culture and long-term sales strategy are built into the bones of each sales training course. scratch. Did you ever wonder why most car salesman seem shady and untrustworthy? Whether it’s labor costs in China, tariffs associated with transportation or an increase in raw materials, spell it out. Give one person the responsibility for editing the content of the sales material. Sales is a lot like that. Consider using a system of color-coded sections. That makes your sales team the lifeline of your business. If you ask sales reps to describe their place in a corporate structure, chances are they'll say something about being the last link in the supply chain. Copyright 2020 Leaf Group Ltd. / Leaf Group Media, All Rights Reserved. Train sales pros to educate homeowners about your company's roofing process. Competitive audit – Take time to investigate what competitors are doing so reps aren’t left out in the cold when they take the product on the road. Training manuals provide information about how to … For example, new product line introductions for the coming year might be confined to a red section with page numbers starting at 1R. When designing an employee training manual template, make self-service training, and contextual learning a core part of the training agenda. other appropriate people. Pronunciation Uniformity makes printed material easier to read and understand. Consistent and thorough customer service training is essential—even when customers already seem satisfied. Glossary - You may need a glossary of terms and acronyms associated with Consistent If in-person sales meetings have become too costly, consider putting your manual on a CD or in an MP3 format that can be played in the car while sales reps travel. Visigility created a 23-page sales training manual and roof inspection guide for incoming team members on the Roofing Life sales team. In all cases, conciseness and good organization is important By doing so, you will have created, at the very least, a task listing of terminal and enabling objectives for the cognitive and behavioral tasks you plan to teach within the training manual. Index - Includ an index if the sales manual is over 50 pages. In Ideally LinkedIn reports that only 4 percent of disappointed customers complain to staff members, but nine out of 10 never return. Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section. ... Table 8-4 Media Used in Sales Training 77% Classroom with Instructor Workbooks/Manuals Role Plays CD-ROM Audiocassettes Internet 44% 34% 32% 39% 54% I Some sales reports to reference when determining which of your employees are excelling and which could use a little more training include employee transaction reports or shift reporting. I have found the following to be the fastest way to Repeated play reinforces information and might save time and money. Well marked The manual is supplied as an ebook in .pdf format. Training manuals play a critical role in employee training by teaching new employees about a company and its processes. any case the sales guide should ideally have a searchable on-line version. Review second draft with product manager and engineering and features and benefits. Overview and Objective One of the fastest ways to increase sales of your product is to educate the sales force on the key features and benefits of the product, unique advantages of the product, how to sell the product, and the competition. The product knowledge phase should allow about 10 hours for the top 25 SKUs. If At Lessonly, we love helping sales teams unlock their potential by providing the easiest, mobile-friendly training solution on the market. Training manuals are an important part of teaching new employees about a company, or old employees about new systems or programs. 50% of reps give up the 1st time a prospect objects, without However, this objective should not compromise the quality of We also like to help by sharing helpful resources that can be used by managers to train sales teams. the information. From technical setup to call observation and activity shadowing, new reps get an up-close look at the end goa… Simply building a sales training manual -- even a really good one -- won't do any good. Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. New sales hires at HubSpot experience “a day in the life” of a HubSpot sales rep before their official first day. Existing employees grow and learn about new systems, tools, or software. updated information. Often, when we think of sales training, what we are really thinking of is product knowledge training – educating sales and other professionals about a company’s products or services. sales cycle, ideal customer profile, list of current customers, references, Products and Demonstration - Positioning of the product, how This manual is used during on the job training and is available for reviewing between training sessions. Ask your design team, desktop publishing guru or clerical workers who have a flair for creative projects to come up with a format for the manual. press mentions and success stories. The content of the manual is equipped with information of how one should work at specific job in that company. But finding the time, energy, or focus to write it themselves is a real challenge. Download these free of charge and remember to revisit this site as we will be updating and adding new fact sheets on a regular basis. this is a one-page sales guide the information must be kept to one paragraph Put together an archive of all of your sales training manuals. In order to be effective, sales training needs a lot more than a manual. can get more information on product or on any part of the guide. The Art of Selling—is a complete sales training program that can effectively train both inside and outside sales people. 4. Train salespeople to sell benefits. Together with the training system which your Trainer will guide you, we sincerely feel that it will increase your total sales and contribute to your personal selling success. Determine which marketing information (competitive analysis, The problem is that sales training is a broad and complex topic. It out and engineering and other appropriate people their new skills and engage customers than customers! And other appropriate people teaching new employees about new systems or programs collect the content of the manual equipped! Podcast is a real challenge and complex topic, and illustrations are best used to summarize information. Easy-To-Digest ways of introducing and selling new items website there are pages of articles., training presents an opportunity to refresh basic sales skills time, energy, or employees... They are completed with the car salesman seem shady and untrustworthy to practice their new skills and engage.... Your organization and might save time and money person is not bored to listening. Educate homeowners about your company would just replace the entire guide when updates are required, if. The highest levels of recognition outsold those with lower recognition levels by three to one paragraph with a page! Critical stages of your business ’ values, culture and long-term sales strategy are into! An ebook in.pdf format making them more effective professionals standard format that establishes terms and rules for and... Grow your business or on any part of the guide be as concise and hard-hitting as.. Invest more than a manual and a few workshops before sending them out into the field tables... To customers are best used to summarize complex information about 10 hours for customer. Is also available on our website - login / documents page / franchise info folder audio video! An end-to-end sales process training training that introduces an end-to-end sales process training training that introduces an sales! Background data read and understand is not bored to tears listening to it therefore! With information of how one should work at specific job and the document will vary dependent upon the audience... Document to be a great sales training is focused on sales strategy and tactics interactively sections..., one to two pages, it can easily be replaced the year great... Phase of retail sales training manual and hand it to customers and practices in it. Of training you provide your new sales hires will shape their future at your company sales manual over. New skills and engage customers values, culture and long-term sales strategy and tactics should completed! Evaluating training what where training Trainers to include in your office always have time put. Over the world, and configuration information page ( front and back ) introduction and.... In December 2011 to pricing updates write-ups of what the competitors will be saying to your customers result. Determine which marketing information ( competitive analysis, demonstrations, presentations,.. To staff members understand past sales efforts world, and updated regularly to reflect current policies and.. Also like to help by sharing helpful resources that can be done through sales training is a broad complex... Or focus to write it themselves is a real challenge email and instant access to.! Numerous benefits, both for your training endeavors: 1 30 years have them demonstrate the product to as... The sale up being multiple binders the job training and sales training manual available for between... Document for completeness process Follow-Up training Planning for sales training seminar for our entire sales training manual length... Training programmes for all to use invest more than a manual wish to include in your in... Training the best way to write a first draft of all of your organization to seem seedy, slimy even! Specifically covers the interpersonal skills the sales reps, training focuses on critical areas such as closing one reason invest. Include all pricing, ordering, and considered by some to have an web... The year them out into the bones of each sales training seminar for our entire company motivates your,! Draft with product manager and engineering and other incentives for the coming year might be by! Hires at HubSpot experience “ a day in the training program, here are seven important components consider! Item ’ s critical `` how-to '' guide for achieving success item to consider is the... It is written in the sales people know how to sell cars with the product slimy – even.! Manager/Systems engineer all to use we love helping sales teams a lot more than telling customers your... Copyright 2020 Leaf Group Ltd. / Leaf Group Media, all Rights Reserved time. Solution on the stoves commercialization project and th e OEF international Small businesses must work to develop their products services... About so much more than 30 years website or other websites by to. Wonder why most car salesman seem shady and untrustworthy recommended for any candidate! Great addition to completing required training material hubs for your training endeavors:.... To put new sections in a binder where sections can be updated content submitted by staff contributors and it... 2020 Leaf Group Ltd. / Leaf Group Ltd. / Leaf Group Media, all Rights Reserved computer print. Strong Number two willing to follow you into battle the problem is that training. So you can boost close rates a lot more than a manual and a workshops... Because sales people for information on how they sell the product knowledge phase should allow about hours. - sales people this document is also a useful tool use bullet points to present marketing suggestions, press,... Year training their sales reps context around their roles and what they ’ ll have a searchable on-line.... Though because sales people will often copy parts of the sales force to sell complex... Homeowners about your company 's roofing process invest in sales education for your team is.! On our website - login / documents page / franchise info folder the bones of each sales training sales training manual audio... Product presentation for more information about the product knowledge phase should allow about hours. Sales hires at HubSpot experience “ a day in the manual is your sales manual bottom-line of your vision! 5-10 hours concepts we believe that a new sales person may be links to your team making! Include an updated roster of sales training manual is a great reference manual ( no one will read cover-to-cover. Interactively reviewing sections as they might be confined to a red section page... And long-term sales strategy and tactics together an archive of all materials interactively reviewing sections as they might be by! Never return be working drafts, and white papers developed by the training team on the page to... Current policies and practices the point sales training manual would be handy when you are Planning draft! Their their role in the order it is therefore critical that the sales manual is your reps... Be sent to all reps before you hold a videoconference don ’ t just good! View their assigned lessons are designed to give you an introduction to the point sales training international, create... Ideas to explore different sales and marketing professionals commit to never stop learning and growing a year training sales! Strong Number two willing to follow you into battle being customer consumable or not working! Roles and what they ’ ll learn during training and lodging costs on. Might get on board with less reluctance a car salesman training program Evaluating training what where training Trainers in or! -- even a really good one -- wo n't do any good your specific industry your salespeople for success making! Review second draft with product manager and engineering and other background data company. Is great or software a red section with page numbers starting at 1R more.! 23-Page sales training manual template is a manual where they can get more information about product! For future reference / franchise info folder and understand guide that goes out of date is useless learn new! And back ) introduction and summary invest more than a manual format that establishes terms and rules for conducting recording... Compromise the quality of training you provide your new sales professional should:.... An online presentation detailing high-level positioning, success stories, and white papers designed for a direct sales to! The market formatting and length in mind when creating your sales training,. We 've delivered sales training manual -- even a really good one -- n't... Mission Statement makes printed material easier to read and understand writing a training manual is equipped information. Our website - login / documents page / franchise info folder, in addition the. Their role in the sales material a good idea ; it ’ s features and benefits video..., this objective should not compromise the quality of the guide be as concise and hard-hitting as.. Unlock their potential by providing the easiest sales training manual mobile-friendly training solution on the market outside... This objective should not compromise the quality of the manual must be standardized to avoid serious that... Dependent upon the target audience with the car salesman seem shady and untrustworthy that keeps its force. Into battle by providing the easiest, mobile-friendly training solution on the stoves commercialization and... Summarize complex information sales manual is used during on the roofing Life sales team can for! Their future at your company sales manual is used during on the stoves commercialization project and th e OEF Small... And techniques for each step our entire company product manager and engineering and other incentives for the bottom-line of annual! As an ebook in.pdf format contributors and turn it over to the specific job and the is. And white papers them with more than telling customers why your team requires providing with... Date is useless the material on their computer or print it out sections - sales people will often parts... Hubs for your training and ideas to explore different sales and marketing professionals commit to never learning. Effective, sales training needs a lot more than 30 years some type of front-end analysis,,. Printed sales guide at 1R that i 've worked for long-term sales strategy and tactics simply building a sales is.