6 Best Practices to BetterSupport Sales Training andTransformation Initiatives10-16-2012               © Richardson 2012 •...
A common scenario                            We need                      negotiations skills                       traini...
A common scenario             Trends in B2B Buyer Behavior    Web Searches   Word of MouthOnline Community        LinkedIn...
A common scenario                                                             Vendor A                Sales / SBU         ...
A common scenario….6 months later…..                   The training                  isn’t working!                       ...
Our research: How can we improve the odds of success?                     What can L&D do better to help                  ...
Our findings: How can we improve the odds of success?                  1. Link training to business strategy              ...
1. Link training to business strategy      2x in 5-7 yrs.                                  Ask                       $2X.X...
1. Link training to business strategy •   Solution architecture    • Change leadership        • Competency models         ...
2. Establish proper roles and responsibilities                                       Ask                                  ...
2. Establish proper roles and responsibilities                Accountable to drive                sustained behavior      ...
3. Clarify goals and metrics, and measure the impact                        Ask                        • What leading KPIs...
3. Clarify goals and metrics, and measure the impact                         • Insist on tracking at                      ...
4. Regular and open communication                                        Ask                                        • What...
4. Regular and open communication                                       Insist on                                       ta...
5. Customize content for maximize relevance                                       Ask                                     ...
6. Invest in reinforcement to sustain training impact                             Ask                             • Have y...
6. Invest in reinforcement to sustain training impact                           The training event                        ...
Thank You!             For a copy of the research and             slide deck, please email me.             Dario.Priolo@Ri...
6 Best Practices to Better Support Sales Training and Transformation Initiatives
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6 Best Practices to Better Support Sales Training and Transformation Initiatives

  1. 1. 6 Best Practices to BetterSupport Sales Training andTransformation Initiatives10-16-2012 © Richardson 2012 • www.richardson.com
  2. 2. A common scenario We need negotiations skills training, please find a trainer I’m on it! Sales / SBU Leader HR / L&D © Richardson 2012 • www.richardson.com 3
  3. 3. A common scenario Trends in B2B Buyer Behavior Web Searches Word of MouthOnline Community LinkedIn Source: Buyershere, 2012 Trends in B2B Buyer Behavior Report HR / L&D © Richardson 2012 • www.richardson.com 4
  4. 4. A common scenario Vendor A Sales / SBU Vendor B HR / L&D RFP Vendor C Procurement © Richardson 2012 • www.richardson.com 5
  5. 5. A common scenario….6 months later….. The training isn’t working! Yikes! McKinsey - 75% of training programs fail to contribute to the success of the business CEB – 50% of line managers believe shutting down L&D would have no impact Sales / SBU Leader on employee performance HR / L&D © Richardson 2012 • www.richardson.com 6
  6. 6. Our research: How can we improve the odds of success? What can L&D do better to help you achieve your objectives?Sales / SBU Leader What do you need from sales to help them achieve their objectives? HR / L&D © Richardson 2012 • www.richardson.com 7
  7. 7. Our findings: How can we improve the odds of success? 1. Link training to business strategy 2. Establish proper roles and responsibilities 3. Clarify goals and metrics, and measure impact 4. Regular and open communication 5. Customize content for maximum relevance 6. Invest in reinforcement to sustain training impact © Richardson 2012 • www.richardson.com 8
  8. 8. 1. Link training to business strategy 2x in 5-7 yrs. Ask $2X.X Bn • What in the business is driving the need? • How do you expect the $X.X Bn training to help meet the need? • Is training sufficient to achieve the objective? 2011 2017-19 Assets Under Management © Richardson 2012 • www.richardson.com 9
  9. 9. 1. Link training to business strategy • Solution architecture • Change leadership • Competency models • Execute change • Account Coaching • Sustainment planning • Sales process design • Talent audit management plan • Opportunity coaching • Change management • Training content • Pre- and post- training • Implement sales process • Mobile / Gamification • Client systems & tools selection skill diagnostic • Deliver training • Resource portal alignment • Training content • Selection assessment • Product playbooks • Manager toolkit customization • Implement CRM Apps • Continuous learning • CRM Apps configuration • Reinforce training • Business metrics Most training RFPs we see fail to consider what is needed to sustained behavior change © Richardson 2012 • www.richardson.com 10
  10. 10. 2. Establish proper roles and responsibilities Ask • Who in the business Accountable to drive owns the initiative? sustained behavior change through • Do they know what they their ranks need to do to lead the Sales / SBU change effort?Accountable to contribute • Do their managers knowL&D expertise, vendor what they need to do tocoordination andQC, project management sustain the change, and program HR / L&D effort?administration © Richardson 2012 • www.richardson.com 11
  11. 11. 2. Establish proper roles and responsibilities Accountable to drive sustained behavior Don’t let the change through Sales / SBU their ranks business delegate their accountabilityAccountable to contribute to you!L&D expertise, vendorcoordination and QC,project management , andprogram administration HR / L&D © Richardson 2012 • www.richardson.com 12
  12. 12. 3. Clarify goals and metrics, and measure the impact Ask • What leading KPIs will the training will impact? • How will we get the data to report the metrics? © Richardson 2012 • www.richardson.com 13
  13. 13. 3. Clarify goals and metrics, and measure the impact • Insist on tracking at least 1 leading KPI • Revenue production is a lagging metric! © Richardson 2012 • www.richardson.com 14
  14. 14. 4. Regular and open communication Ask • What time works best for a weekly status call? © Richardson 2012 • www.richardson.com 15
  15. 15. 4. Regular and open communication Insist on talking at least twice a month about the impact © Richardson 2012 • www.richardson.com 16
  16. 16. 5. Customize content for maximize relevance Ask • What is unique to our company and situation that should be reflected in the training? © Richardson 2012 • www.richardson.com 17
  17. 17. 6. Invest in reinforcement to sustain training impact Ask • Have you thought about other activities and tools to sustain the change effort? • Have you allocated sufficient budget to fund these activities? © Richardson 2012 • www.richardson.com 18
  18. 18. 6. Invest in reinforcement to sustain training impact The training event is the beginning of the journey, not the end! © Richardson 2012 • www.richardson.com 19
  19. 19. Thank You! For a copy of the research and slide deck, please email me. Dario.Priolo@Richardson.com © Richardson 2012 • www.richardson.com 20
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