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CETS 2012, Maureen Haga, slides for Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment
 

CETS 2012, Maureen Haga, slides for Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment

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  • Welcome to the Mobile Coaching: The New Life Line for your Sales organization in a mobile Work Environment. My Name is Maureen Haga President and Founder of M2 Execution

CETS 2012, Maureen Haga, slides for Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment CETS 2012, Maureen Haga, slides for Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment Presentation Transcript

  • Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment Maureen Haga Founder and President M2Execution, Inc.
  • Share Your Mobile Experience• Please fill out the three polling questions related to your going mobile experience.• Turn in completed questions to room attendant.• If interested in entering the raffle for a complimentary half- day consulting session for Going Mobile Strategic Factors, Check Opt In Box.• Polling results revealed during the session. TM CONFIDENTIAL AND PROPRIETARY
  • M2Execution™Who we areSales and Customer Experience Optimization CompanyWhat we doDedicated to maximizing skills and mobilizing sales and serviceorganizations to grow their business, increase loyal customers andreduce their internal cost.Who we work withPartner with clients from Fortune 500 companies to smallbusinesses to provide Instructor led training workshops.Value we provideNow offer customized mobile coaching and reinforcement with TMMy Mobile Coach , a full service solution to facilitatesustainable coaching and enhance sales and service organizations TMperformance. CONFIDENTIAL AND PROPRIETARY
  • Post Training Workshop Reinforcement ThenTM CONFIDENTIAL AND PROPRIETARY
  • Post Training Workshop Reinforcement NowTM CONFIDENTIAL AND PROPRIETARY
  • Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work EnvironmentSimple Fact: Sales Professionals and Leaders are mobile.Business Impact: Companies are looking for ways to keep theircompetitive edge by providing their sales organization innovativereinforcement and coaching solutions accessible at exact point of need.Current State: The recent innovation in smart phone and tablettechnology has made it possible to provide consistent, at exact point ofneed, relevant coaching and reinforcement to mobile sales and serviceteams.Today’s Focus: In this session, learn current practices for implementingmobile coaching, receive guidelines for how to select a mobile coachinguse case, and identify relevant learning content and business intelligenceto include in mobile coaching for sales organizations. TM CONFIDENTIAL AND PROPRIETARY
  • Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work Environment Take aways from this session:• Understand key business, industry and workforce drivers for going mobile and adopting mobile coaching• Identify strategic factors for implementing a mobile coaching solution• Gain insights and considerations for transforming e- learning content for mobile coaching• Present a use case for adopting mobile coaching• Experience a snapshot of mobile coaching with My Mobile Coach™ demonstration TM CONFIDENTIAL AND PROPRIETARY
  • Top Learning Function Priorities 2012 Creating a learning strategy and plan 6.7% 5.3% 9.7% Design & Dev of leadership/management programs12.8% 24.2% Transitioning ILT to a technology-based training format Selecting and implementing new learning technology 23.2% Design & Dev of technical, compliance, skills programs 12.9% Measuring the impact or ROI of learning 15.4% 22.8% Integrating social learning into learning strategy 16.7% Developing training for external or extended audiences 20.7% Design & Dev of relationship, customer care, sales programs 20.4% Developing and launching mobile learning content Reducing the overall learning budget Other BHG Relationship Centered Learning, N = 622 TM
  • Going Mobile…Why Adopt? Top Key Business Drivers Gaining market share 3.7% Improving innovation 6.4% 8.6% Delivering new products or services 9.7% Improving customer loyalty 33.2% 11.4% Cutting expenses Expanding to emerging markets 11.5% 22.2% Building a stronger culture 14.5% Improve sales force effectiveness 19.7% Recruiting and retaining talent Improving brand name 16.7% 16.8% Improve marketing impact 17.0% Mergers and acquisitions OtherBHG Relationship Centered Learning, N = 622 TM
  • Going Mobile? Industry Drivers Top Workplace DriverKey Driver:Five Generations in the Workplace Workforce Demographics Tomorrow Learning isn’t one size fits all, it needs to  be flexible and targeted to address theneeds of the multiple generations in theworkplace by providing emergingtechnologies and new delivery methods inconcert with traditional learning. M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Going Mobile – Industry Drivers Top Workplace DriverKey Driver:Demand forflexible, aligned, and consistentaccess to knowledge and skillsto adapt to rapidly changingbusiness environmentBest in class organizations providelearning both inside and outside theorganization. M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Going Mobile: Strategic FactorsCreate a positive mobile coaching experience Environmen Technology t Sales, support, field Mobile devices service, etc. Systems M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Going Mobile: Strategic FactorsCreate a positive mobile coaching experience Content Strategy Pre callTransform learning planning, sales content calls, RFP’s, executiv TM e briefings, etc. M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.
  • Analysts’ High Marks for Going Mobile Implementation of Mobile Web Learning can be done within 90 days and changes quickly integrated. Due to fast moving technology advances, expect mobile to be mainstream for short learning modules within the year. Organizations that leverage mobile learning to support their learning strategy are 58% more likely to achieve Best-in Class Mobile web applications (WAP) in general cost less per user because they can be accessed by any device with a mobile web browser. M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM
  • Mobile Coaching Solution User RequirementsCustomizedSecureRelevantStrategicIntuitiveOn-DemandInnovative M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Customizes Learning Content and Business Intelligence into Coaching C O N T E N T C S S U T P S R E T A C O T I M E F I G I Z I C E C DTM
  • Benefits of Mobile Coaching • Life Line for mobile, multigenerational workforce • Engaged Sales Leaders and Sales Professionals by extending sales coaching out in the field • On-demand, situation specific coaching at exact point of need out in the field M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • My Mobile Coach™ Creates, Hosts and Delivers Customized Situation Specific Coaching Short Video/Audio , Situational, Cu Customized Podcasts Forward to a Feedback Poll stomized FAQ’s Colleague Coaching Tips Share subject matter expertise Succinct, impactful, relevant Secured access to Forward relevant link to Tell us what you think? messaging and/or content strategic, simple responses Colleague via email or text Brand organization’s mission M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Unique Coaching Tips High Frequency Sales Situation Specific High Level Overview Deep Dive Details M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM
  • Reporting Users Activity and Value Who used it When they used it How often they used it Forward to colleague Record use in LMS M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM
  • Fulfills Validated Mobile Coaching Requirements Intuitive Relevant Customized Strategic Short M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM
  • Mobile Coaching Use Case:Sales Organization Performance OptimizationWhat’s the impact on thebusiness and the salesorganization if you couldoptimize 20% of a salesleaders performance andsalary expense?Let’s take a closer look M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Mobile Coaching Use Case: Sales Organization Performance OptimizationBusiness Need:• Reduce sales cycle and reinforce sustainable coaching cultureBusiness Impact:• Optimize Sales Leaders coaching time and expenseSolution:• Extend Sales Managers strategic and tactical coaching out in the field at the exact point of need for frequent sales coaching situations M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc. TM
  • Mobile Coaching Use Case: Financial Impact of Sales Coaching Optimization # Sales Leaders # Sales Monthly Yearly Internal Professional on Internal Coaching Team Coaching Savings to be Savings to be re- allocated re-allocated 1 10 $2,875 $34,500 5 50 $14,375 $172,500 10 100 $28,750 $345,000 20 200 $57,500 $690,000 50 500 $143,750 $1,725,000Based on 1 Sales Leader per 10 Sales Associates at annual salary/benefits of $172,500. Optimize 20% of Sales Leaders CoachingTime and Expense -(Salary Data from 2011 CSO study) TM
  • Going Mobile Thought Starter…. Select one strategic factor to discuss for Going MobileFACTORS THOUGHT STARTER QUESTIONS• Environment of Mobile Workforce • What situation specific• Technology they use 7/24 knowledge, skills, tool does the sales• Content to reinforce and extend at exact point leader and/or sales professional need to of need via Mobile Coaching access out in the field even right before• Strategy to Enhance Performance to achieve sales calls in order to conduct effective business outcomes sales call? • What specific coaching situation does the sales leader find themself coaching with a high frequency with their Sales Professionals? • How do you currently provide coaching and how would providing it via mobile coaching and on demand enhance performance? TM
  • Experience My Mobile Coach Visit www.m2execution to schedule personalized demonstration M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM
  • Questions mhaga@m2execution.com 630.318.6209 Twitter: @M2Execution LinkedIn: Maureen Haga Facebook: M2ExecutionTM