CRST study plan
CRST · Give each week a clear focus.
8 weeks · About 7 hours per week
Training Needs Analysis and Program Design
Draft a full training-needs analysis checklist covering organizational, task, and individual levels from memory, then verify it against a reference text
Conduct one mock needs-analysis interview with a colleague and record at least ten open-ended questions you used
Write two measurable learning objectives for each of the four levels of a common sales-training taxonomy
Build a blank gap-analysis table that maps current versus desired performance for a sales team
Your checkpoint
A one-page needs-analysis template plus a completed sample gap analysis for a fictional sales team
Training Needs Analysis and Program Design & Adult Learning Principles and Instructional Methods
Design a 90-minute training module outline that sequences content from simple recall to applied selling scenarios
Map five adult-learning principles to specific design choices you would make in that outline
Compare three instructional methods and justify which fits a product-launch audience
Create a learner-profile worksheet covering prior knowledge, motivation, and time constraints
Your checkpoint
A module design document with a principle-to-design mapping table and a learner profile
Sales Process, Product Knowledge, and Customer Engagement Training
Diagram a seven-stage consultative sales process and annotate the training objective for each stage
Write three discovery-question sets that trainers can use in role-play exercises
Draft a product-knowledge lesson that converts features into customer-relevant benefits with worked examples
Script a 10-minute objection-handling role-play with observer instructions
Your checkpoint
A sales-process training packet containing the stage diagram, question sets, and one complete role-play script
Sales Process, Product Knowledge, and Customer Engagement Training & Delivery, Facilitation, and Presentation Skills
Deliver a 15-minute product-knowledge micro-lesson to a practice audience and record it
Self-assess the recording against a checklist of delivery skills such as pacing, eye contact, and questioning
Revise the lesson to add two interactive engagement techniques and re-record the opening three minutes
Write a facilitation plan for a 60-minute customer-engagement workshop including timing and transitions
Your checkpoint
A recorded 15-minute micro-lesson plus a scored self-assessment and a 60-minute facilitation plan
Delivery, Facilitation, and Presentation Skills & Assessment, Coaching, and Performance Feedback
Practice three questioning techniques and two handling strategies for difficult participants in a peer session
Design a rubric that scores a sales role-play on five observable behaviors
Run one peer role-play and produce written feedback using the rubric
Draft a coaching conversation script that follows a structured feedback model
Your checkpoint
A completed role-play rubric with scored peer feedback and a coaching conversation script
Assessment, Coaching, and Performance Feedback & Training Evaluation, ROI, and Continuous Improvement
Build a post-training assessment blueprint that balances knowledge, skill, and behavior items
Calculate training cost, benefit, and ROI for a sample program using a step-by-step worksheet
Design a 30-day follow-up coaching plan tied to on-the-job behavior metrics
Compare two evaluation frameworks and select the one you will apply to your capstone design
Your checkpoint
An evaluation and ROI worksheet with worked numbers plus a 30-day follow-up coaching plan
Training Evaluation, ROI, and Continuous Improvement & Professional Ethics, Compliance, and Trainer Responsibilities
Assemble a continuous-improvement loop that turns evaluation data into specific design revisions
Draft a trainer code-of-conduct checklist covering confidentiality, fairness, and accurate content claims
Identify three compliance risks in sales training materials and write mitigation steps for each
Review one sample training deck for ethical and regulatory issues and log your findings
Your checkpoint
A compliance and ethics checklist plus a written audit of one sample training deck
Training Needs Analysis and Program Design & Adult Learning Principles and Instructional Methods & Sales Process, Product Knowledge, and Customer Engagement Training & Delivery, Facilitation, and Presentation Skills & Assessment, Coaching, and Performance Feedback & Training Evaluation, ROI, and Continuous Improvement & Professional Ethics, Compliance, and Trainer Responsibilities
Integrate prior deliverables into a complete training program design for one sales scenario
Deliver a 20-minute capstone presentation of that design to a practice audience
Complete a timed 60-question practice exam and review every missed item by domain
Write a personal remediation plan targeting your two weakest domains
Your checkpoint
A capstone program design package with presentation and a scored practice-exam review log
Milestones
Week 2: You can produce a needs-analysis template and a module outline from memory without notes, and you can explain how five adult-learning principles shaped your design choices.
Week 4: You have a recorded 15-minute micro-lesson, a scored self-assessment identifying at least three delivery strengths and three improvement areas, and a facilitation plan you could hand to another trainer.
Week 6: You can calculate training ROI from given costs and benefits without reference material, and you have a rubric-scored peer role-play with written coaching feedback on file.
Week 8: You score at least 80 percent on the timed practice exam, with no domain below 70 percent, and your capstone package includes every required deliverable from weeks 1 through 7.