Sales training doesn’t have to suck: Make it relevant and engaging

•

0 j'aime•544 vues

Drawing on examples from Tripwire, WebMD and DNV KEMA Energy, this webinar explained how to establish sales training that the executive team and staff can and will actually apply in the real world. Speakers included Toma Latta, Director of Sales at Janrain, Scott Olsen, principal of the Olsen Group and Scott Herber, EVP of Sales at VIA and MobilePaks advisor.

Business Formation

Sales training doesn't have to suck:
Make it relevant and engaging

All Rights Reserved. © MobilePaks 2013.
SH

Welcome/Agenda
• One size does not fit all
• Less is more
• Make it stick

All Rights Reserved. © MobilePaks 2013.
SH

Speakers
Tom Latta
Director of Sales, Janrain

Scott Olsen v
Principal, The Olsen Group

Moderator: Scott Herber
EVP, VIA

All Rights Reserved. © MobilePaks 2013.
SH

Different needs across different roles

Examples:
•
•
•
•
•

Inside sales
Outside sales
Big Sales
Small Sales
LengthReserved. © MobilePaks 2013.
All Rights of the sales cycle
SO

Determining the right training solution
for your company

Right Audience
+ Right Mindset
+ Right Content
_____________
= Results

SO

Blended is Best
Learning Events
Classroom Training
Virtual Training
Webinars

Self-paced Learning
Video on-demand
Whitepapers
Mobile Learning

All Rights Reserved. © MobilePaks 2013.
SH

Gather feedback and analytics

Build on what they are
doing right.
What’s working and what
can be improved?

All Rights Reserved. © MobilePaks 2013.
SO

Getting over the ugh factor!

• Keep it short, interactive and relevant
• Share success stories to gain credibility
• Start strong! Hit the ground running.

All Rights Reserved. © MobilePaks 2013.
SO

Adoption, action and applicability

Make it meaningful, practical
and engaging

All Rights Reserved. © MobilePaks 2013.
SO

• Complex B2B security solution sale (product and services)
• Blended sales model involving cooperation between 25+ inside
and 20+ field sales
• Proper qualification and discovery process a must
• No group wide sales training delivered in 3+ years
• Sharing successes built momentum
• Resulted in dramatic pipeline growth
TL

•
•
•
•
•

30 field sales people nationwide
B2B, complex, high dollar deals
Only top deals got support
Implemented an Opportunity Strategy "Sheet“
Stimulated creative thinking and increased win rate
All Rights Reserved. © MobilePaks 2013.
SO

The importance of reinforcing training

In traditional training, 80 percent of what
employees learn is forgotten within 30 days if
the training is not reinforced and incorporated
into daily work habits.

All Rights Reserved. © MobilePaks 2013.
TL

Technology to the rescue

A company delivers
new product details
converting
information to text,
video clips and
animation, then
delivers the
information in a
sequenced fashion to
the salesforce via
smartphones.

Example 3

A new media
company sends a
customer service tip
each day to its call
center employees via
email.

Example 2

Example 1

• Just in time
• Little reminders
• Make it easy to digest
A company tailors its
CRM to include reports
and other resources to
support and reinforce
the new training
methodology.

All Rights Reserved. © MobilePaks 2013.
SH

On-demand Sales Support
Mobilepaks:
• Available on multiple platforms
• Opportunity specific
• Powerful search
• Real-time sync

All Rights Reserved. © MobilePaks 2013.
SH

Summary/Q&A
• What we covered today
• Questions from our audience?

All Rights Reserved. © MobilePaks 2013.
SH

Thank you for attending.

A copy of the presentation will be sent out shortly.
Join us for our next webinar:
• 11/6 Sales Enablement – Evolving from random acts to a
holistic system

For more information, contact us at
info@mobilepaks.com

All Rights Reserved. © MobilePaks 2013.
SH

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Organisational success today depends on effective communication and collaboration with individuals from cultures with varying beliefs and practices. Indeed, with the workforce increasingly comprised of people of varying cultural backgrounds, leaders must now prioritise the significance of cultural competence in the workplace. Ensuring cultural competence at every level of your organisation cannot be understated. While cultural disparities can manifest in different ways, as a leader, you must build deep and nuanced cultural competence skills and education to accurately spot, address and alleviate the various scenarios that can arise. Failing to recognise the importance of cultural competence or not acting to improve it can lead to cultural negligence. There are a few things to consider to ensure your organisation is on the right track. In this deck, you'll understand the importance of building cultural competence in the workplace. You'll also learn • The three (3) dimensions of Cultural Competence in the workplace • Key strategies to build a culturally competent workforce • Major benefits you stand to gain by having a culturally competent team.

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Sales training doesn’t have to suck: Make it relevant and engaging

4. One size does not fit all. SH

6. Determining the right training solution for your company Right Audience + Right Mindset + Right Content _____________ = Results SO

9. Less is more. SH

10. Getting over the ugh factor! • Keep it short, interactive and relevant • Share success stories to gain credibility • Start strong! Hit the ground running. All Rights Reserved. © MobilePaks 2013. SO

12. • Complex B2B security solution sale (product and services) • Blended sales model involving cooperation between 25+ inside and 20+ field sales • Proper qualification and discovery process a must • No group wide sales training delivered in 3+ years • Sharing successes built momentum • Resulted in dramatic pipeline growth TL

13. • • • • • 30 field sales people nationwide B2B, complex, high dollar deals Only top deals got support Implemented an Opportunity Strategy "Sheet“ Stimulated creative thinking and increased win rate All Rights Reserved. © MobilePaks 2013. SO

14. Make it stick. SH

15. The importance of reinforcing training In traditional training, 80 percent of what employees learn is forgotten within 30 days if the training is not reinforced and incorporated into daily work habits. All Rights Reserved. © MobilePaks 2013. TL

16. Technology to the rescue A company delivers new product details converting information to text, video clips and animation, then delivers the information in a sequenced fashion to the salesforce via smartphones. Example 3 A new media company sends a customer service tip each day to its call center employees via email. Example 2 Example 1 • Just in time • Little reminders • Make it easy to digest A company tailors its CRM to include reports and other resources to support and reinforce the new training methodology. All Rights Reserved. © MobilePaks 2013. SH

19. Thank you for attending. A copy of the presentation will be sent out shortly. Join us for our next webinar: • 11/6 Sales Enablement – Evolving from random acts to a holistic system For more information, contact us at info@mobilepaks.com All Rights Reserved. © MobilePaks 2013. SH

Sales training doesn’t have to suck: Make it relevant and engaging

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Sales training doesn’t have to suck: Make it relevant and engaging