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Learning and Business Goals
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Learning and Business Goals

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This is an example of the work that I have done as a learning executive for Hearst newspapers. This was presented to the President of our company.

This is an example of the work that I have done as a learning executive for Hearst newspapers. This was presented to the President of our company.

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Transcript

  • 1. Tina M. Breslin Hearst Sales Development Director 06/08/09
  • 2. Goals for today’s meeting
    • What we learned from IBM
    • The Sales Performance Dept. 2009 Goals
    • Value to you
    • Conclusions
    • Recommendations
  • 3. What we learned from IBM
    • The challenge: Getting reps out of their “comfort zones” in selling a limited set of products
    • The solutions:
      • Developed customer centric sales approach
      • Consistent Entry Level Education
      • Standardized Competency Model of Top Performer Traits
    • The result :
      • Promoted collaboration in all divisions and geographies
      • Training targeted to rep need
      • Heavy adopters outperformed light adopters 3 to 1 of new sales process
    06/08/09
  • 4. Goals of Sales Performance Dept.
    • 2009
      • Develop learning strategies
      • Train in small, powerful sessions
      • Standardize new sales process
      • Create Sales Coaching Playbook
      • Create standard job roles and performance guidelines
    06/08/09
  • 5. More Sales Training?
  • 6. 1. Learning Strategies aligned with Business Goals
    • VP prioritizes top 3 business goals
    • Needs analysis on current skill gaps
    • Customize 3-6 month learning schedule
      • 1 hour webinars specifically
      • ½ day practice workshops that support the goal
      • Manager led team meeting learning sessions
      • Instructor led program
      • VP involvement establishes ROI of training investment!
    06/08/09
  • 7. 2. Train rapidly, quickly and with great impact
    • 1 hour webinars on Selling Online
    • 15-20 minute “tidbits” during MOASC meetings
    • Engage sales managers in “knowledge transfer”
    • Include online Subject Matter Experts in every session
    06/08/09 Cost effective, powerful and lasting impact!
  • 8. 3. Enterprise wide sales process
    • Entry level: Needs Based Selling
    • Developing Solution Selling Model that will align with customer buying vision
    • Merge sales process in CRM tool
    06/08/09 Solution Selling Model supports Solution Sales Team— creates Value to our Customer
  • 9. 4. Create Sales Coaching Playbook
  • 10. 5.Standardize Job Roles/performance expectations
  • 11. Conclusions
    • Local internal trainers will save money
    • Learning strategies increase ROI and retention (but can cost more)
    • Need new sales process supported by all levels
    • Coaching will move the needle of the core performers
  • 12. Recommendations
    • Sales Development to Sales Effectiveness (SE)
    • Merge Research team with SE; data sells !
    • Assign trainer for community and CT papers
    • Open position in training—supports digital efforts and designing content—Saves $$$
    • Align database marketing team to lead CRM
    06/08/09
  • 13. Thank you for your support
    • Tina M. Breslin, Director of Sales Performance
    • Tina.breslin@chron.com; 713-362-2786
    06/08/09