Stop Losing Sales Training Dollars! Improve “ knowledge retention ” and sales effectiveness in your sales training programs! (Executive Summary)

Business Philosophy Paul is a global sales executive and strategist who achieves rapid success by driving sales effectiveness resulting in increased revenues*. Companies achieve increased sales effectiveness by using the tools and process as outlined; Training – Process – Methodology – Technology - Coaching. * $452M of technology, 4 years, end over end increase of 137%

Paul is a global sales executive and strategist who achieves rapid success by driving sales effectiveness resulting in increased revenues*.

Companies achieve increased sales effectiveness by using the tools and process as outlined; Training – Process – Methodology – Technology - Coaching.

* $452M of technology, 4 years, end over end increase of 137%

Three Critical Issues for Sales Professionals Sales training must improve knowledge retention. Sales processes should be formalized to keep pace with global customer demands. Improved sales effectiveness will help increase sales revenues.

Sales training must improve knowledge retention.

Sales processes should be formalized to keep pace with global customer demands.

Improved sales effectiveness will help increase sales revenues.

The Cost of Sales Training Estimated $5.0B on sales training annually in the US. Within 5 weeks 50% of knowledge retention lost. And worse yet 84% is lost after 90 days. Yet companies continue to “train and hope”. Source: SPI Sales website .

Estimated $5.0B on sales training annually in the US.

Within 5 weeks 50% of knowledge retention lost.

And worse yet 84% is lost after 90 days.

Yet companies continue to “train and hope”.

Source: SPI Sales website .

A Formal Sales Process “ As Barry Trailer and Jim Dickie ( CSO/ Insights ) point out in their (HBR) article, customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.” * * Thomas A. Stewart, Editor Harvard Business Review July-August 2006

“ As Barry Trailer and Jim Dickie ( CSO/ Insights ) point out in their (HBR) article, customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.” *

* Thomas A. Stewart, Editor Harvard Business Review July-August 2006

The Importance of Sales Effectiveness For the past five years WW CSO’s have been telling CSO/Insights that increasing sales effectiveness is one of their top 2 or 3 goals. There are a number of ways to achieve this; better tools, back room support, a defined sales process and a training program that is relevant, reinforced and with measurable results.

For the past five years WW CSO’s have been telling CSO/Insights that increasing sales effectiveness is one of their top 2 or 3 goals.

There are a number of ways to achieve this; better tools, back room support, a defined sales process and a training program that is relevant, reinforced and with measurable results.

ELIMINATE “TRAIN AND HOPE” “ Improve knowledge retention with management reinforcement and integration into daily business practices.” (Source: CSO/Insights)

Overarching Training Goals Increase revenue. Increase market share. Improve sales effectiveness. (By improving knowledge retention.) Training , an integral part of the sales process.

Increase revenue.

Increase market share.

Improve sales effectiveness. (By improving knowledge retention.)

Training , an integral part of the sales process.

A Constant Learning Process Sales Training Sales Process Sales Methodology Sales Technology Sales Coaching

Next Steps For a complete document covering the relationship between sales effectiveness, the sales process, sales training and increased revenue; or if these sales training issues resonate and you would like to discuss your situation; contact me at 407.771.1096 or [email_address] Thank you, I look forward to speaking with you. Paul Bartlett.

For a complete document covering the relationship between sales effectiveness, the sales process, sales training and increased revenue; or if these sales training issues resonate and you would like to discuss your situation; contact me at 407.771.1096 or [email_address]

Thank you, I look forward to speaking with you. Paul Bartlett.