Global Sales Training Today

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Building a global sales training department for any corporation is a huge task, however, taking certain strategic steps can help help rejuvinate and inspire the most challenging.....the sales force. …

Building a global sales training department for any corporation is a huge task, however, taking certain strategic steps can help help rejuvinate and inspire the most challenging.....the sales force. Checkout my strategies!

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  • 1. Global Sales Training Today
  • 2. GlobalSalesTrainingToday&Tomorrow Global Sales Training Today & Tomorrow There Are 3 Key Global Sales Training Business Imperatives: •Accelerate Training Uptake •Drive Efficiency (Business Processes) •Develop People (People Development) Accelerate Training Uptake First you would need to identify the current training landscape for the products & services Company X has in order to make sound training recommendations. There are Strategies & Tactics one has to develop before any training is developed, the table below provides details: Key Strategies •Identify Company X’s current Training Philosophies (Culture) •Obtain and understand Company X’s (Business Plan/Company Objectives) •Sales Force background, and current training modalities •Identify dynamics of “Company X” product marketplace & company business goals (I.e. market share, competitive environment) •Sales Training Metrics (“Dashboard”) Tactics •Create innovative training within training culture boundaries •Ensure training in consistent with Company X’s critical business imperatives •Build training that focuses on specific product marketplace & corporate business goals to ensure the value of training •Ensure sales training initiatives are “graded’” to identify best practices (I.e. develop a tool that records the results of each training class and/or initiative
  • 3. GlobalSalesTrainingToday&Tomorrow Global Sales Training Today & Tomorrow “The Rationale” The critical training assumptions that need to be addressed are “Brand Initiatives”, “Planning & Organization”, “Vendor Relationships”, “Training Program Delivery”, and “Training Program Design”. Brand Initiatives dictate that you partner with company brand teams to create synergy between sales and marketing that results in training initiatives to drive business results. Provide input toward the development of content for brand messaging and sales materials. Anticipate the training needs from the field, and respond with the appropriate training. Planning & Organization involves developing a training schedule, SOP’s for conducting classes, work with others to help prioritize departmental projects, and create innovative training that will help drive performance metrics in the organization. Vendor Relationships should establish a “win/win” relationship with suppliers to ensure quality and timely work that is within budget; shares risks, rewards, and accountability. Evaluate currently used vendor programs and leverage existing and past programs for new results. Training Program Delivery adopts a development program for trainers to effectively manage, and facilitate in-house training classes coupled with ensuring there’s communication and cooperation among all internal stakeholders & external partners to achieve an optimal training curriculum. Training Program Design creates targeted deliverables that meet identified training needs, which result in desired behavior, assesses strengths and weaknesses of current programs. Consistently update training design, and development techniques throughout the lifecycle of the training initiative.
  • 4. GlobalSalesTrainingToday&Tomorrow Global Sales Training Today & Tomorrow Driving Efficiencies/Developing People Below provides a diagram on how you may perhaps build a Global Training Initiative: Identify Company X’s current global training components/leverage resources to maximize efficiencies and “value effectiveness”. Key Strategies •Identify key training initiatives that can be leverage •Communicate and collaborate with marketing both US & EU to develop consistent message •Identify and understand EU training goals/objectives •Identify key customers on EU side of business (I.e. sales reps, MSL’s, specialty reps etc) •Establish close working relationship with regulatory/compliance unit to ensure training meets compliance policies. Tactics •Build collaboration training team with EU (solidify communication channel) •Assign “EU” /”US” point persons to establish communication channel •Establish a process where training business plans can be communicated between EU & US. •Training initiatives for EU & US have to meet the personality of the client base (I.e. tailor made training tactics). •Communication loop developed with regulatory/compliance to ensure EU & US are working together in Company X’s best interest.
  • 5. GlobalSalesTrainingToday&Tomorrow Global Sales Training Today & Tomorrow “Considerations” When we review training efficiencies “Field Sales Training” has to be considered. There needs to be consistent communication with Company X’s field leadership and driving “coach plans” where training is involved. Training needs to be on top of the new hire process and identify Company X’s field goals, objectives and direction. An understanding of field demographics (I.e. tenure, new hire ratio, turnover percentage) helps to construct training class metrics (I.e. training performance). Some tactics with field sales training should include scheduled conference calls, face-to-face meetings, etc (I.e. updates on training, new hire performance). Developing a consistent feedback form that closely aligns to Company X’s field coach plan to ensure the importance of training pull-through. Building a seamless homebound new hire training process so that home-office training is efficient. Company X’s “ field environment” will dictate how training plans, develop and rollout training classes (I.e. turnover ratio, sales tenure, management involvement. “To successfully build a global training curriculum/department again it requires 3 areas of focus “Accelerate Training Uptake”,” Driving Training Efficiencies”, and “Developing People”. These 3 areas will ensure achievement of corporate-wide business objectives. If you are interested in any additional information you can contact me at: andre.harrell@ah2andbeyond.com/ or visit our website if you’re interested in any of our consulting services: http://www.ah2andbeyond.com/ Thank you, Andre’ Harrell
  • 6. AH2 & Beyond Consulting ~ Strategic Business Planning ~ ~ Marketing Excellence ~ ~ Commercial Operations ~ ~ Training Development ~ ~ Tailored Workshops ~ ~ Keynote Inspirational Speaker ~ Contact Us Today! 267.221.8529 marketing@ah2andbeyond.com www.ah2andbeyond.com
  • 7. AH2 & Beyond Consulting ~ Strategic Business Planning ~ ~ Marketing Excellence ~ ~ Commercial Operations ~ ~ Training Development ~ ~ Tailored Workshops ~ ~ Keynote Inspirational Speaker ~ Contact Us Today! 267.221.8529 marketing@ah2andbeyond.com www.ah2andbeyond.com