This updated 16-step sales manual preserves core habits - first impressions, effective presentation, referrals, punctuality, preparation, goal-setting, territory management, work ethic, and ongoing training - while adding modern practices such as CRM tracking, video-meeting etiquette, and channel-appropriate outreach.

A practical, updated 16-step sales manual

I've worked in sales for decades and the fundamentals still matter. This updated 16-step manual keeps the original structure but reflects current practice - in-person and remote selling, CRM use, and digital follow-up.

S-E-X: First impressions

  • S - Smile: A genuine smile puts the other person at ease, whether on video or in person. It changes your tone and projects warmth.
  • E - Eye contact: Look at the prospect (or the camera) to show confidence and build trust.
  • X - Excitement: Show energy about the value you bring. Enthusiasm helps prospects imagine the benefit.

Start and present clearly

  • Introduction: Open with a clear, respectful greeting and state why you're speaking to them. For cold outreach, lead with relevance.
  • Presentation: Focus on outcomes, not just features. Use concise visuals and examples that match the prospect's context.
  • Short story: Tell a brief customer story that mirrors the prospect's problem and shows the result.

Generate more business

  • Rehash / Referrals: After a sale, ask for referrals or introductions. Make it easy: offer a short message they can forward.
  • Follow-up: When you lose a sale, seek feedback and note what to improve. Use your CRM to log lessons.

Professional habits

  • Be on time: Respect the prospect's time. Start meetings promptly and end on schedule.
  • Be prepared: Bring materials, data, and answers to likely objections. Rehearse but stay conversational.
  • Keep control: Guide the conversation toward decisions without interrupting. Clarify next steps and responsibilities.

Discipline and focus

  • Know your goals: Write measurable short-, mid-, and long-term goals. Review them weekly.
  • Work your territory: Systematically cover your accounts or leads. Use lists and CRM workflows to avoid gaps.
  • Work 100%: Consistency matters. Prioritize high-value activities and protect selling time.
  • Attend meetings and training: Join team huddles, webinars, and industry sessions to learn tactics and build network.

Modern reminders

  • Use technology: Leverage CRM, calendar automation, and video tools to scale follow-up and personalization.
  • Respect channels: Match outreach to the prospect's preferred channel (email, phone, text, social).
These 16 steps combine timeless skills with practical updates for today's sales environment. Practice them deliberately and adapt them to your product, market, and selling model.

FAQs about Sales Training Manual

Is the S-E-X acronym still appropriate in professional settings?
Yes, when explained as Smile, Eye contact, and Excitement. Use it as an internal mnemonic; adapt wording in formal materials if needed.
How should I follow up after a lost sale?
Ask for feedback politely, record the reasons in your CRM, and schedule a future check-in if the situation could change.
What does 'work your territory' mean today?
Systematically cover your accounts or lead lists using CRM workflows, prioritized outreach, and regular reviews to avoid missed opportunities.
How do I prepare for remote presentations?
Test audio/video, use concise visuals, look at the camera for eye contact, and plan interactive moments to keep engagement high.
How often should I review my sales goals?
Review them weekly to track progress, adjust activities, and stay focused on high-impact tasks.