The Sales Training Evaluator, learn how you can improve your sales training.

<%@ ENABLESESSIONSTATE = False Language = "VBScript" %> <% Dim c, ctmp, k, ktmp, cAnsTotal, cQuesTotal, cScore Dim EmailUser, EmailBody Dim kName, kTitle, kComp, kPhone, kComment Dim QuizAns(25) ' The following variables define your quiz. You will redefine the ' variables for each quiz. Be sure to rename this file to represent ' the quiz name! Const ThisPageName = "SalesTrainingEvaluator.asp" 'change this to be the same name as this page is named Const EmailAdmin = "penoyercom@comcast.net" 'change this to be the email receiver(you) Const EmailSubject = "Sales Training Evaluator" 'change this to be the email subject Dim Quiz(25,8) For c = 1 to 25 Quiz(c,1)="" Quiz(c,2)="" Quiz(c,3)="" Quiz(c,4)="" Quiz(c,5)="" Quiz(c,6)="" Quiz(c,7)="" QuizAns(c)="" Next ' This is the Q&A array. It is a 2 dimensional array. ' The first dimension differentiates the 25 potential questions ' and answers. The second dimension represents the actual question text(1), ' answer text(2-6), the number of the correct answer(7), and the explanation(8). ' Don't forget the quotes at the beginning and end of the! ' If you use quotes inside the text, double the quotes like "". 'Question 1: Quiz(1,1) = "1. Is your training based on the specific needs of your team?" 'Available answers for Q1:" Quiz(1,2) = "No." Quiz(1,3) = "Yes" 'Correct answer# for Q1: Quiz(1,7) = "3" Quiz(1,8) = "General sales skills training is fine, but your program should first and foremost address the very specific needs of the team." 'Question 2: Quiz(2,1) = "2. Were those needs determined via the analysis of actual (recent) live calls?" 'Available answers for Q2:" Quiz(2,2) = "No." Quiz(2,3) = "Yes." 'Correct answer# for Q2: Quiz(2,7) = "3" Quiz(2,8) = "The only way to know what salespeople are actually doing is to listen to live calls. Any other method will pale in comparison." 'Question 3: Quiz(3,1) = "3. Were those skills based on a test of the sales team's knowledge of current sales theory as it applies to your sales process?" 'Available answers for Q3:" Quiz(3,2) = "No." Quiz(3,3) = "Yes." 'Correct answer# for Q3: Quiz(3,7) = "3" Quiz(3,8) = "Actions do not always reflect understanding and it is always beneficial for salespeople to understand sales theory, as it is that understanding that is the basis for the decisions and actions they take." 'Question 4: Quiz(4,1) = "4. Is your training based on the specific things the sales force says they would like help with?" 'Available answers for Q4:" Quiz(4,2) = "No." Quiz(4,3) = "Yes." 'Correct answer# for Q4: Quiz(4,7) = "3" Quiz(4,8) = "Salespeople are often wrong about what they really need, but that input is invaluable in your assessment as something in there perception is part of the challenge of improving. To assure your training's excellence you must find it." 'Question 5: Quiz(5,1) = "5. Is there study and learning technology being applied to the design and execution of the course. A detailed glossary of all critical sales terms would be part of any such course and the instructors would refer to those definitions of critical terms such as -Benefit- in the delivery." 'Available answers for Q5:" Quiz(5,2) = "No." Quiz(5,3) = "Yes." 'Correct answer# for Q5: Quiz(5,7) = "3" Quiz(5,8) = "Misunderstood terms and concepts is a fundamental reason people cannot do what they have studied. Many of the key words in selling have multiple definitions!" 'Question 6: Quiz(6,1) = "6. Is the delivery of the material set to be done in segments of 2-3 hours per session or less?" 'Available answers for Q6:" Quiz(6,2) = "No" Quiz(6,3) = "Yes." 'Correct answer# for Q6: Quiz(6,7) = "3" Quiz(6,8) = "Multiple and full day sessions are not conducive to learning. Trying to drink from a fire hose never works." 'Question 7: Quiz(7,1) = "7. Within your sales training is there at least one good section dealing with communication, especially regarding the phone?" 'Available answers for Q7:" Quiz(7,2) = "No." Quiz(7,3) = "Yes." 'Correct answer# for Q7: Quiz(7,7) = "3" Quiz(7,8) = "Communication is the essence of selling, especially on the phone. All the sales technique in the world won't help if you cannot effectively communicate." 'Question 8: Quiz(8,1) = "8. In your telephone sales training is there a section that discusses specifically the concept of not seeing the client and its impact on the sales call?" 'Available answers for Q8:" Quiz(8,2) = "No." Quiz(8,3) = "Yes." 'Correct answer# for Q8: Quiz(8,7) = "3" Quiz(8,8) = "Any telephone selling course that doesn't speak to the issue of vision -- seeing the client is missing one of the key challenges of selling on the phone." 'Question 9: Quiz(9,1) = "9. Has the instructor and or developer of the training had formal training in the development and presentation of courseware?" 'Available answers for Q9:" Quiz(9,2) = "No." Quiz(9,3) = "Yes." 'Correct answer# for Q9: Quiz(9,7) = "3" Quiz(9,8) = "Just because someone doesn't have formal training doesn’t mean that won't do a good job. A good job is not defined by the team having fun, but by visible increases in performance after the training." 'Question 10: Quiz(10,1) = "10. Does the training include within the individual segments LIVE SELLING activity that is analyzed against what is taught?" 'Available answers for Q10:" Quiz(10,2) = "No." Quiz(10,3) = "Yes." 'Correct answer# for Q10: Quiz(10,7) = "3" Quiz(10,8) = "Getting behavior changes is only possible when people practice in the real world what was learned and get feedback. Doing this after the training is complete is far less effective as they don't really learn the material before proceeding to the next subject which in many cases may prevent further learning." 'Question 11: Quiz(11,1) = "11. Are you running sales training on a long term basis at least twice a month?" 'Available answers for Q10:" Quiz(11,2) = "No." Quiz(11,3) = "Yes." 'Correct answer# for Q11: Quiz(11,7) = "3" Quiz(11,8) = "In order to achieve high levels of performance you must run regular and consistant training." 'Question 12: Quiz(12,1) = "12. Will you retain the training materials and training instructions for your manager's to use in post training coaching?" 'Available answers for Q12:" Quiz(12,2) = "No." Quiz(12,3) = "Yes." 'Correct answer# for Q12: Quiz(12,7) = "3" Quiz(12,8) = "If not, your results, if any, are likely to disappear just as fast as the trainer and their mateirals. Coaching is most effective when done from written best practices, as opposed to the coaches word." 'Question 13: Quiz(13,1) = "13. Did you see visible improvement in performances and revenues during and after your last training?" 'Available answers for Q13:" Quiz(13,2) = "No." Quiz(13,3) = "Yes." 'Correct answer# for Q13: Quiz(13,7) = "3" Quiz(13,8) = "If not, you should definitely figure out what went wrong before running another training. Looking over the material in this evaluator may give you some clues." 'Question 14: ' etc, etc for each question '----------------------end of questions 'Populate answer array: For c = 1 to 25 QuizAns(c) = Request.Form("Q" & CStr(c)) Next %> The Sales Training Evaluator, learn how you can improve your sales training.

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<% 'Section picker ' If there are any answers submitted then we go to section 2 ' Otherwise.... If QuizAns(1) = "" then %>
The Sales Training Evaluator

This Sales Training Evaluator has two purposes. First, to help you identify what factors may be lacking in your sales training -- either that which you are doing or that which you are considering. Second, that we may via the results give you some sound ideas as to how you can improve.

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Do not answer YES to a question unless you are in complete complience.

<% For c = 1 to 25 If Quiz(c,1) > "" then %>

<% =Quiz(c,1) %>

<% End If Next %> Comments or questions about the evaluator.

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<% 'Section 2 ' this section is displayed to display test results, and also to send email Else 'First, calculate score... cAnsTotal = 0: cQuesTotal = 0 For c = 1 to 25 If Quiz(c,1) > "" Then cQuesTotal = cQuesTotal + 1 'question count If QuizAns(c) = Quiz(c,7) then cAnsTotal = cAnsTotal + 1 'correct answer count End If End If Next cScore = CInt((cAnsTotal/cQuesTotal) * 100) k = CStr(cScore) & "% - " If cScore < 60 then k = k & "The chances are you have very serious weaknesses in your sales training that could result in less than impressive results." ElseIf cScore < 70 then k = k & "You have probably fairly good program at hand. However, you probably still a lot of room for improvement." Else k = k & "Your opportunities probably lie in the area of improving the incorporation of best practices and the execution of the training! Remember that a high score is not a guarantee of excellence. Continue to work at improving your program and re check all of the factors in this evaluator to assure excellence." End If %>

THE SALES TRAINING EVALUATOR
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We hope that you find it a valuable experience and that you picked up some ideas that can improve your efforts.

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YOUR SALES TRAINING EVALUATION RESULTS: SCORE: <% =k %>

<% 'capture form variables... kName = Request.Form("name") kTitle = Request.Form("title") kComp = Request.Form("company") kPhone = Request.Form("phone") EmailUser = Request.Form("Email") kComment = Request.Form("comment") '---start assembling the Email body----- If kName = "" then kName = "(No name provided)" EmailBody = kName & ", " & EmailUser & vbcrlf EmailBody = EmailBody & kTitle & vbcrlf EmailBody = EmailBody & kCompany & vbcrlf If kPhone > "" then EmailBody = EmailBody & "I want info: " & kPhone & vbcrlf End If EmailBody = EmailBody & vbcrlf & "THE SAELS TRAINING EVALUATOR" & vbcrlf & vbcrlf EmailBody = EmailBody & "Sales Training Evaluator RESULTS FOR " & UCASE(kName) & ":" & vbcrlf EmailBody = EmailBody & "SCORE: " & CStr(cScore) & "%" & vbcrlf & vbcrlf '----end email body------- 'question review... For c = 1 to 25 k = "" If Quiz(c,1) > "" then k = "QUESTION " & Quiz(c,1) EmailBody = EmailBody & k & vbcrlf %>

<% =k %>
<% 'select text and text color... If QuizAns(c) = Quiz(c,7) then k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & " " Else k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & "
" k = k & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) End If Response.Write (k) EmailBody = EmailBody & "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & vbcrlf EmailBody = EmailBody & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) & vbcrlf %>
EXPLANATION: <% =Quiz(c,8) %>

<% EmailBody = EmailBody & "EXPLANATION: " & Quiz(c,8) & vbcrlf & vbcrlf End If Next '----------end of question review If kComment > "" then EmailBody = EmailBody & "User Comment: " & kComment & vbcrlf End If %>

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<% 'Email sender... If EmailUser > "" then Dim objMail Set objMail = CreateObject("CDO.Message") objMail.Subject = EmailSubject objMail.From = EmailUser objMail.To = EmailAdmin objMail.TextBody = EmailBody objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/sendusing") =2 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserver") ="relay-hosting.secureserver.net" objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserverport") =25 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpauthenticate") =1 objMail.Configuration.Fields.Update objMail.Send Set objMail = Nothing End If End If %>

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