2. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Sales Training Panel Overview
2
• 5 Why’s of Training
• 5 Sources of Training
• Lead Based and Account Based Training
• Sales Training Foundation
• Sales Training Activities
• Sales Training Implementation
3. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
5 Why’s of Training
3
• Why Train to Retain
• Why Personalize Training Process
• Why Link to Career Progression
• Why coach to critical sales KPI’s
• Why sequence micro-promotions
4. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
5 Sources of Training
4
• In – house Training
• One to One : Manager Coaching
• One to Many: Executive Mentorships
• Sales Enablement Tools and Workflow Design Tools
• Third Party On-Site and Online Sales Training
5. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Lead Based and Account Based Comparison
(Not mutually exclusive)
5
Lead Based Training
• Buyers Journey
• Customer Pain Points
• Solution and Benefits
• Templates and Sequences
• High Lead Velocity Ratio
• Standard Demo: Generic Use
• Self Serve / Limited Trial
• Lower Touch / Higher Churn
Account Based Training
• ICP and TAM
• Industry Specific Challenges
• Industry Specific Solutions
• Hyper-Personalized Sequence
• Intelligence, Triggers, Timing
• Focused Demo: Specific Use
• Buyer’s Consensus
• Proposal, Negotiation, Close
6. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Sales Training Foundation
6
Phase One
• Define Sales Methodology
• Learning part of Career Path
• Acknowledge Team Learning
• Reinforce Training Daily
• Coach to Key KPI’s by rep
• Document Sales Training
• Intro to SaaS Business Models
• Develop Thought leadership
Phase Two
• Promote SDR / AE / CSM Pods
• Pathway Inflection Points
• Elevate Inside Sales Culture
• Internal Sales Leader Summits
• Develop Internal Mentorship
• Document Best Practices
• Adv. SaaS Business Models
• Publish Thought leadership
7. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Sales Training Activities
7
Individual / Peer to Peer
• Individual Skills Review
• Crowd-Sourced Playbooks
• Peer to Peer to Coaching
• Self Paced Sales Scorecards
• Rep Led Trainings
• Video Trainings
• Monthly Quizzes
• Informal Executive Meetings
Manager / Mentorship
• 360 Performance Review
• Best Practices Playbook
• Manager 1:1 Coaching
• Manager Coaching to KPI’s
• Sales Leader Trainings
• On-line Summit Events
• Quarterly Certifications
• Formal Executive Mentorships
8. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Sales Training Implementation
8
Sales / Training Integration
• Daily Goals
• Time Blocking
• Pomodoro Sprints
• Training Reinforcements
• Acknowledge Indiv / Team
• Update Sales Playbooks
• Test on Playbook content
• Solicit Training Feedback
Goals / Training Metrics
• Activity Goals
• Appropriate Time Blocks
• Pomodoro Score Cards
• Bite Sized Lessons
• Pipeline Metrics
• Playbook Metrics
• SaaS Metrics
• Business Acumen
9. 2/25/16 AA-ISP Train-to-Retain Panel Host: Chris Ortolano
Contact Information
9
Trish Bertuzzi, President
• tbertuzzi@bridgegroupinc.com
• (978) 562- 2623
• www.bridgegroupinc.com
• /in/trishbertuzzi
• @bridgegroupinc
• http://blog.bridgegroupinc.com
• AA-ISP Boston Chapter
• Boston, MA Bridge Group HQ
Mark Kosoglow, VP Sales
• mark.kosoglow@outreach.io
• (814) 207-2521
• www.outreach.io
• /in/mkosoglow
• @GIDSelling
• http://getitdoneselling.com/
• AA-ISP Global Sponsor
• Seattle, WA Outreach HQ
