Research suggests that up to 90% of sales training has no lasting impact after 120 days*. At the same time, companies are spending millions of pounds on sales training each year. With such high failure rates, that`s millions of pounds wasted... Training can be a disappointment at the outset when it doesn`t go well, or it can be a disappointment months later when results don`t materialise in line with expectations. Regardless, sales training fails often... When it does, it`s usually for common reasons. By avoiding these mistakes, you set yourself up for successful training initiatives that lead to increased sales performance and long-term revenue growth. *ES Research Group, 2011

1. Why Sales Training Typically
Fails…
S A L E S I N N O V A T I O N E X P O

2. Agenda
Background/context
Why sales training typically fails…
Critical success factors of an effective sales
methodology
Measurement and adoption metrics
Closing thoughts
Questions
© 2015 ValueSelling Associates, Inc. All rights reserved.

3. Prospects are better educated
Sales person involved later in the sales cycle
More people in prospect organisations
involved in the buying process
Our situation….
Crowded, noisy marketplace
Challenging and limited access to buyers
© 2015 ValueSelling Associates, Inc. All rights reserved.

4. over $130 Billion worldwide
*Bersin by Deloitte - Corporate Learning Factbook 2014. http://www.bersin.com/corporate-learning-factbook-2014
4
Companies spent
On Corporate Training initiatives last year alone
of that… $70 Billion was USA spend

5. Sales training
initiatives have no
lasting impact beyond
120 days*
9 out of 10
*Dave Stein, Sales Training: The 120-Day Curse (ES Research Group).

6. What is the worst sales training
experience you can imagine?

7. Why sales training typically fails…
Failure to align with strategic objectives
One size does not fit all
Theory that can’t be applied in the ‘real world’
Lack of management buy-in and accountability
Poor Integration with existing processes
(such as CRM systems)
Leadership team fail to “walk the walk”
No measurement of indicators of success
© 2015 ValueSelling Associates, Inc. All rights reserved.

8. Organizational focus
on the value of
solutions
Comprehensive
implementation plan
Critical success factors
of an effective sales methodology
Management coaching
and reinforcement
Keep it simple and
straightforward (KISS)
© 2015 ValueSelling Associates, Inc. All rights reserved.

9. An effective approach
to sales performance improvement
Ongoing
Reinforcement
1
2
3
Customized
Program
Development
Blended
Learning
© 2015 ValueSelling Associates, Inc. All rights reserved.

10. The ValueSelling approach
Focus on successful integration
of our methodology into existing tools and
processes
─ Not just an event
─ Customized content and tailored to the client
Change management approach
3 phases:
─ Prepare and align
─ Execute
─ Transfer ownership and measure
© 2015 ValueSelling Associates, Inc. All rights reserved.

11. ValueSelling Framework of Success
Develop a tailored sales training
program aligned with sales
leadership
Build tailored materials
Identify not only the content
but delivery models
Integrate and leverage
existing programs, tools and
processes
Align sales leaders and line to
the program
Prepare and Align
© 2015 ValueSelling Associates, Inc. All rights reserved.

12. ValueSelling Framework of Success
Execute!Execute
Operationalise the
ValueSelling Framework sales
training program
eLearning pre-work a key
component of rollout
Sales Leadership
Coaching programme an
integral part of process
Materials highly
customised to reflect real
world situations.
© 2015 ValueSelling Associates, Inc. All rights reserved.

13. ValueSelling Framework of Success
Transfer Ownership
and Measure
Change management and transfer
of ownership to the Organisation
Integration of ValueSelling into
existing sales management
process and sales tools
Implementation of the
eValuePrompter in CRM
system
Measurement of objectives –
leading and lagging indicators
© 2015 ValueSelling Associates, Inc. All rights reserved.

14. Importance of coaching
Sales people who receive as little as 3 hours of coaching
per month, perform 15% to 17% better, than their peers.
Organisations that combine training and coaching improve
their productivity up to 88% (versus training alone).
Sales organisations that significantly improve their
coaching programs realise a 19% increase in revenue
Sales Executive Council
Page 14
© 2015 ValueSelling Associates, Inc. All rights reserved.

15. 10%
UrgentThe enablement of sales talent
20%
70%
The top 20%
bring in 62%
of the revenue!
80% of the sales
force only brings
in 38% of the
revenue
Number
Of Sales
People
Performance
HighCoreLow
Source CSO Insights
© 2015 ValueSelling Associates, Inc. All rights reserved.

16. How can you effectively measure
return on investment?
© 2015 ValueSelling Associates, Inc. All rights reserved.

17. Adoption Indicators: Leading, Lagging
Increased margins
Less discounting
Increase in revenue
Shorter sales cycles
Increase in strategic account
penetration
Fewer calls required to close
business
Increased transaction size
Improvement in % of deals closed
Increase in number of deals won
Mutual value articulation
Increase in follow-up “Plan” letters
Increase in “proposal
presentations” prior to submitting
final offer
Use of ValueSelling “language”
during discussions of sales
opportunities
Drop in technical resources
involved until opportunity qualified
No evals/proposals released until
ALL QP formula components are
uncovered
Certain Sales Reps turning
around poor performance
Leading Indicators Lagging Indicators
17
© 2015 ValueSelling Associates, Inc. All rights reserved.

18. © 2015 ValueSelling Associates, Inc. All Rights Reserved.
Closing thought…
“Those who cannot
remember the past are
condemned to repeat it.”

19. © 2014 ValueSelling Associates, Inc. All rights reserved.© 2015 ValueSelling Associates, Inc. All rights reserved.

20. Thank you!
David Nisbet | Managing Partner, UK
david.nisbet@valueselling.com
+ 44 7816 161 409
Come and see us at stand:
1540