Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results

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Watch this session to learn how you can sustain the impact of your salesforce development efforts through a combination of performance support, coaching, technology and mobile reinforcement tools. Learn the strategies that will help extend learning from weeks to years, leverage mobile and social gaming to drive adoption and motivation, and help maximize the return on your training investment.

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Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results

  1. 1. Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results David DiStefano President and CEO
  2. 2. Today’s Sales Effectiveness Challenge U.S. companies spend The average sales rep forgets $5bil With sales process alone, sales reps make quota With sales process, technology and coaching, sales reps make quota <50%of the time 87% >90%of the time
  3. 3. “Effective” Sales Training Matters Aberdeen Group reported that “effective” sales training significantly improves performance
  4. 4. Best in Class Strategies to Sustain Sales Training Impact The Key to Sales Effectiveness
  5. 5. Very Effective 9% Effective 23% Ineffective 24% Somewhat Effective 44% Percentage of Respondents, N = 182 Effective Ineffective Most Struggle to Sustain Impact 68% are not effective
  6. 6. 30 to 90 days 48% 91 to 180 days 26% 181 to 365 days 6% More than 1 year 20% Percentage of Respondents, N = 184 The Duration of Impact Varies Almost 50% of companies sustain the impact of training for 90 days or less
  7. 7. Failure to Plan is a Plan for Failure Ineffective Effective Sustained training 63% longer (100 days)
  8. 8. more likely to establish post-development plans and prepare leaders to lead change Planning Involves “Expectation Setting” 7% 25% 11% 21% 44% 31% 38% 48% 58% 41% 0% 33% 35% 53% 63% 65% 67% 68% 70% 70% 0% 20% 40% 60% 80% None of the above Inform cross-functional leaders of the initiative Create excitement through videos promoting the training Prepare leaders to lead change Make participants aware of how they’ll be evaluated Establish post-training developmental plans Establish and communicate key performance indicators… Have managers communicate expectations for training… Communicate strategic importance of training to… Prepare sales managers to reinforce change Percentage of Effective Group, N = 57 2x
  9. 9. Sales Managers are Difference Makers  Establish CADENCE of activity  COACH on regular basis  INSPECT Verifiable Outcomes  USE “High-impact” QUESTIONS 18% 20% 11% 28% 21% 33% 35% 47% 2% 33% 35% 44% 44% 46% 51% 65% 0% 20% 40% 60% 80% None of the above Sales process or skill development embedded… Sales management process optimization Pre-training sales behavior or personality… Sales process optimization Pre-training sales skills assessment Learning Management System Sales playbooks, guides, and tools Percentage of Effective Group, N = 57 Percentage of Ineffective Group, N = 123 more likely to use sales management optimization3x
  10. 10. Technology Drives Sustained Behavior Change  Embed methodology  Guide selling activities  Make learning mobile
  11. 11. Strategies to Reinforce/Transfer 13% 9% 17% 22% 30% 31% 33% 36% 38% 48% 31% 5% 18% 35% 35% 38% 38% 56% 56% 58% 58% 60% 0% 10% 20% 30% 40% 50% 60% 70% None of the above Utilize gamification Assess training adoption on an individual level Communicate individual KPIs Provide just-in-time coaching Publicize individual/team sales performance levels Provide opportunities for shadowing and on-the-job… Provide regular/ongoing coaching sessions Provide opportunities to learn from peer experiences Provide refresher training in core concepts Provide individual feedback on skill assessments Percentage of Effective Group, N = 55
  12. 12. Takeaways  Invest  Establish post-training developmental plans up front  Utilize “gamification”  Introduce mobile/tablet solutions  Evaluate, coach and provide individual feedback
  13. 13. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL13 A Best in Class Case Study
  14. 14. Train Key Selling Skills  Using the New Sales Process  Opportunity pursuit  Strategic Account development  Strategic Questioning Skills  Differentiating and Adding Value  Leveraging the Team  Positioning Insights/New Ideas Train Key Coaching Skills  Coaching to the Sales Process using Verifiable Outcomes  Coaching to Key Selling Skills  Using the Manager Toolkit Define Develop • Configure Systems  CRM and Sales Tools  Marketing automation • Lead Change  Leaders leading change workshop • Assess Talent & Skills  Evaluate talent against sales strategy  Benchmark current skills • Develop Processes & Practices  Best and next practices Drive • Align Systems  SAVO Sales Process Pro™  Marketing-sales alignment • Apply Skills  Coaching to diagnostic results  Manager Toolkit  Coach-the-coach training • Retain Knowledge  QuickCheck: Mastery  Topical webinars  Good-to-great video • Set Expectations  Personalized Passport  Change Story • Prevent Relapse  Coaching communication reminders  Adoption questions • Define Meaningful Metrics  Business metrics  Evaluation strategy Richardson’s Sales Effectiveness System™
  15. 15. • Align Systems  Marketing-sales alignment  SAVO Sales Process Pro™  Product profiles • Apply Skills  Coaching to diagnostic results  Manager toolkits  Coach-the-coach training • Retain Knowledge  QuickCheck: e-mail-a-day learning reinforcement  Special topic webinars  Good to Great Videos • Set Expectations  Next step webinar*  Personalized passport  Change story • Prevent Relapse  Adoption questions  Coaching communication reminders • Sales Executives: Positioning Change Story before Training • Sales Managers: Positioning Change Story after Training • L&D Lead: Facilitate Next Steps Webinar & Provide Passport • Sales Executives: Kick-off QuickCheck Competition • Sales Managers: Play QuickCheck and Attend Webinars with Team • L&D Lead: Monitor QuickCheck & Host Special Topic Webinars • Sales Executives: Attend Coaching-the-coach Training • Sales Managers: Coaching and Using Toolkits with Sales Teams • L&D Lead: Facilitate the Coaching-the-coach Training • Sales Executives: Foster Agreement Between Sales & Marketing • Sales Managers: Sponsor the Use of Tools in CRM • L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles • Sales Executives: Asking Adoption Questions • Sales Managers: Asking and Answering Adoption Questions • L&D Lead: Positioning Coaching Communication Reminders Sustainment Sponsorship Roadmap
  16. 16. • Align Systems  Marketing-sales alignment  SAVO Sales Process Pro™  Product profiles • Apply Skills  Coaching to diagnostic results  Manager toolkits  Coach-the-coach training • Retain Knowledge  QuickCheck: e-mail-a-day learning reinforcement  Special topic webinars  Good to Great Videos • Set Expectations  Personalized passport  Change story • Prevent Relapse  Adoption questions  Coaching communication reminders • Sales Executives: Positioning Change Story before Training • Sales Managers: Positioning Change Story after Training • L&D Lead: Facilitate Next Steps Webinar & Provide Passport • Sales Executives: Kick-off QuickCheck Competition • Sales Managers: Play QuickCheck and Attend Webinars with Team • L&D Lead: Monitor QuickCheck & Host Special Topic Webinars • Sales Executives: Attend Coaching-the-coach Training • Sales Managers: Coaching and Using Toolkits with Sales Teams • L&D Lead: Facilitate the Coaching-the-coach Training • Sales Executives: Foster Agreement Between Sales & Marketing • Sales Managers: Sponsor the Use of Tools in CRM • L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles • Sales Executives: Asking Adoption Questions • Sales Managers: Asking and Answering Adoption Questions • L&D Lead: Positioning Coaching Communication Reminders Management’s Role in Sustainment Specific Tools
  17. 17. Richardson QuickCheck™ Mobile Sales Enablement and Analytics • Sales reps master what was learned in the classroom – Developed at Harvard Medical School – Extends knowledge retention by 70% – Supports sustainment of behavior change Typical Learning and Forgetting Curves Spaced Learning Reminders Improve Retention
  18. 18. Question Answer Response Explanation Richardson QuickCheck™ Mobile Sales Enablement and Analytics
  19. 19. Sales Leader’s Dashboard 0 20 40 60 80 100 Percentage 61% 34% Group Performance Baseline Mastery Leaderboard Richardson QuickCheck™ Mobile Sales Enablement and Analytics
  20. 20. SAVO’s Sales Process Pro (for Richardson) • Reflects Richardson’s sales methodology • Prescribes the right content, messaging, experts and coaching • Keeps deals on track
  21. 21. • Automated relationship and value mapping • Aggregated social intelligence • Embedded collaboration space enables team selling • Automated document creation and customization • Mobile-first, intuitive design SAVO’s Sales Process Pro (for Richardson)
  22. 22. SAVO’s Sales Process Pro (for Richardson) • Verifiable outcomes tracked • Deal Quality Index objectively measures overall deal health and trajectory • Insights Dashboard gauges seller adherence to best practices • Solution integrates fully with SFDC
  23. 23. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL27 measurement is central to sustainment
  24. 24. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL28 business results on-the-job behaviors knowledge retention training satisfaction
  25. 25. Thank you For more information SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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