Sales training is essential to building a cohesive team that knows how to turn a lead into a client. However, one-on-one training can be extremely taxing on resources — your time, especially. While you should always be open for questions, an employee training manual eliminates a vast majority of the “How do I…” questions and provides a resource for employees to learn on their own and feel empowered.

A great training manual starts by putting yourself in the training process. What are some questions you would have if you were just starting out on your first day? How would you prefer to learn new material? Think about the major aspects of the job and be sure to include some insight into each area of your business.

Let’s look at a few other considerations as you develop an employee training manual.

Include The Nitty-Gritty

General sales tactics are a must, of course, but don’t forget to include the smaller things that your employees may not think about. Things like where to park, how to log time, and where to store their files may not be common knowledge, but it’s easier for everyone if it’s in the manual as opposed to needing to field questions early on. In the same manner, include notes about where sales materials are located throughout the office and any necessary software logins that an employee may need for an account.

Keep It Interactive

Let’s be honest. Nobody wants to read pages upon pages of rules and guidelines. Sure, you need to include them, but don’t be afraid to dress up your manual with visual aids to keep it engaging and visually pleasing. Employ headers, page numbers, and a table of contents for easy navigation, and use colors to designate certain ideas. Build in Q&A sections, worksheets, learning checklists, and quizzes throughout the manual to keep new hires on their toes, while also providing more interactive material for engagement.

Designate Sections To Team Members

There are likely some areas in your company where you’re more removed from the work than your employees, so it might make sense to ask your team members to write about things that they’ve mastered. Social media, company-specific software, and invoicing are just a few examples of subjects that may be best to assign to specialists.

Having a training manual provides all of your employees with a consistent, standardized plan for success. With everything outlined on paper, it acts as a resource that holds employees accountable for their actions at work. While it may seem time-consuming to develop a manual, consider that your time is being invested for a long-term gain. In the business world, consistent work ethic and achievable objectives make the world go ‘round.


With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.

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