2. Knowledge Leaks Over Time Traditional Training Model Week 1 Week 2 Week 3 Week 4 90% of sustainable behavioral change is lost over a 4 week period Impact Time
3. “You can’t TALKyour way out of something you behaved your way into… You have to BEHAVEyour way out of it!”
4. Deploy Integrated Performance solution that enable “Vital Business Outcomes” Create, deploy, support and optimize Sales and Marketing Performance Processes Performance Tools Performance Training Performance Coaching Anchor sustainable change with disciplined execution weaved into daily workflows and habits
5. 3 Dimensions of Performance Improvement Performance Training Develop Skills Disciplined Execution Anchor Skills Performance Coaching Apply Skills
6. Sustainable Knowledge Growth Performance Training, Coaching + Execution Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Integrating Performance Training and Performance Coaching with Disciplined Execution over the course of time, behavioral and skill change is sustained & integrated into daily work habits Impact Time
8. At the Indy 500, the average margin for victory for the past 10 years has been… 1.54 seconds!!
9. Background 30+ year history Global footprint - over 200 resources worldwide Multi-language and multi-culture ready Over 1,000 active customers per year including 50% of the Fortune 500 Over 1,000 engagements per month Winner “Top 20 Sales Methodology Training Company Winner “Top 10 Sales Tools Training Company”
11. Performance Improvement Architecture Vital Business Outcomes Building Pipeline Closing Pipeline Serving Customers Vital Business Outcomes What result MUST you achieve? Business Process What key processes drive the outcome? Performance Tools Which systems and tools will accelerate momentum? Competencies and Skills What will your team need to know how to do? Behaviors What behaviors MUST your team exhibit?
12. Vital Outcome # 1: Building Pipeline Peak Performance Services Vital Outcome Building Pipeline Prospecting Play Design & Development Performance Process Design Business Process Lead & Demand Process Design and Optimization Lead Management Process Demand Generation Process Performance Tools Systems & Tools Marketing Automation CRM and Social Collaboration Prospecting Systems Optimization Cadence Management Tools Prospecting Workflows & Dashboards Performance Training Skills Prospecting | Pre-Sales Presenting Qualifying | Systems & Tools Investigation | Communication| Persuasion Organization| Persistence | Systems Behaviors Performance Coaching Execute a repeatable methodology leveraging best practices, processes and tools that generates qualified pipeline Play Execution Coaching Pipeline Meeting Coaching Coaching in the Cloud | RAPID Rx
13. Vital Outcome #2: Closing Pipeline Peak Performance Services Vital Outcome Closing Pipeline Win/Loss and Best Practices Analysis Performance Process Design Business Process Sales Process Design and Optimization Sales Process Peak Performance Tools Systems & Tools Sales Systems Optimization Opportunity Management Tools Sales & Mgt. Workflows & Dashboards HomeRun! | CloudCoach | Q | Eloqua Marketing Automation CRM and Social Collaboration Performance Training Skills TMES | Consultative Selling Skills Presentations | Negotiations | Trusted Advisor | Sales Management/Coaching | Systems Training Territory Management | Account Management Opportunity Management | Sales Call Management Solution Design| Presenting | Negotiating| Closing Behaviors Performance Coaching Opportunity Execution Coaching Forecast Meeting Coaching Coaching in Sales Cloud | RAPID Rx Execute a repeatable methodology leveraging best practices, processes and performance tools that accelerate and close qualified pipeline
14. Vital Outcome #3: Servicing Customers Peak Performance Services Vital Outcome Problem Resolution Strategy Development Servicing Customers Peak Performance Services Business Cycles Service Cycle Optimization Support Cycle Optimization Customer Retention & Loyalty Optimization Service Cycle | Customer Retention Cycle | Customer Loyalty Cycle Peak Performance Tools Systems & Tools Salesforce CRM | CloudCoach CloudCasts | RAPID Rx | Q CRM and Social Collaboration Performance Training Skills Discovery | Handling Difficult Situations Rapid Case Response | Active Questioning Selling While Servicing | Managing Customer Complaints Exceptional Customer Skills | Telephone Customer Service Skills | IT Customer Service Skills | Systems Training Behaviors Performance Coaching Service Center Coaching Coaching in Sales Cloud | RAPID Rx Execute a repeatable methodology leveraging best practices, processes and performance tools that drives customer success, resolution, support and loyalty
15. Building Pipeline Use Case Lead Management Demand Generation Marketing, Training & Coaching Stimulate Active Demand Segment remaining targets A, B and C Enables 6x6 sequencing Design and enable play based on revenue target Nurture Demand and deploys SME’s & tools to support sales cycle Unified Selling Force ROI Validates and Cross Checks Lists and Tools Executes 6x6 tactics 24 hour SLA Inside and Field Responds to active leads 24 hour SLA Normally inside sales Execute Buyer Centric Sales Cycle Sales & Sales Operations Lead Management Demand Generation
16. Case Study - Fortune 50 Company ClearView vs. Control Groups Total Won TotalPipeline Total Lost
17. Transformation Services & Options Blended Skills Training optimal mix of both traditional Workshops and CloudCasts Workshops + CloudCasts Workshops Instructor led skills & behavioral development in Public or Private classroom CloudCast Live instructor led skills & behavioral development delivered 100% in the Cloud CloudCasts Workshops Ignite Your Growth! Revenue Generation Sales Plays Programmatic solution selling that creates and converts pipeline for new solution introduction, acquisition, re-acquisition, at-risk, verticals, install-base expansion CRM Enablement & Tools Revenue Generation CRM Enablement On-boarding, adoption, proficiency, analytics, automated activity, frequency and delivery Courseware & Instructional Design Customized instructional design high impact skills and behavioral transformation programs tailored precisely to client needs
Editor's Notes
There are three dimensions to employee developmentPerformance Training– is the development of a skillAnd Performance Coaching – is the tuning of how you are using or executing that skillDisciplined Execution – is the development around the skillBaker offers solutions which leverage each of these dimension of performance improvement in one cohesive bundle that is implemented over the course of time instead of just a moment in time.
The marathon approach to developing employee capabilities and skills is something that we really understand and embraceThere is no difference to developing the muscles needed to run a marathon than there muscle memory needed to develop the skills needed to be a high performing business athleteThe key is to methodically build upon a well laid foundation of skills that can be anchored with application of those skills where it counts
