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

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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. …

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.

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  • 1. Sales training doesn't have to suck: Make it relevant and engaging All Rights Reserved. © MobilePaks 2013. SH
  • 2. Welcome/Agenda • One size does not fit all • Less is more • Make it stick All Rights Reserved. © MobilePaks 2013. SH
  • 3. 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
  • 4. One size does not fit all. SH
  • 5. Different needs across different roles Examples: • • • • • Inside sales Outside sales Big Sales Small Sales LengthReserved. © MobilePaks 2013. All Rights of the sales cycle SO
  • 6. Determining the right training solution for your company Right Audience + Right Mindset + Right Content _____________ = Results SO
  • 7. 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
  • 8. 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
  • 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
  • 11. Adoption, action and applicability Make it meaningful, practical and engaging 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
  • 17. On-demand Sales Support Mobilepaks: • Available on multiple platforms • Opportunity specific • Powerful search • Real-time sync All Rights Reserved. © MobilePaks 2013. SH
  • 18. Summary/Q&A • What we covered today • Questions from our audience? 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