Equip and empower Partner sales teams
Accelerate and grow ShoreTel revenues
Increase sales velocity
Exceed customer expectations
More sales wins
Increased Revenue and Profit
Higher margins due to higher
average selling prices Better negotiation skills
More follow-on sales
Increased market share
Higher close rates
Shorter sales cycles
More sales control
Better territory coverage
Ability to penetrate Enterprise opportunities
Ability to Sell to Executives
Better business focus and communications skills
Develop and deliver real value
Build Partner and
Sales mind share grows
increased Drives motivation
Adult Learning Principles Followed
· Adults are autonomous and self-directed.
They need to be free to direct themselves.
Participants must know how the training will help them reach their goals
· Adults have accumulated a foundation of life experiences and knowledge
They need to connect learning to this
· Adults are
Adult learners appreciate an educational program that is organized and has clearly
· Adults are
relevancy-oriented. Theories and concepts must be related to a setting familiar to participants
Adults need to be
shown respect. Instructors must acknowledge the wealth of experiences that adult participants bring to the classroom
· Adults are
practical, Adults will focus on the aspects of learning that is most useful to them in their work.
Critical elements that must be addressed
The participant must recognize the need for the information or the instructional effort to assist the
participant to learn will be in vain.
Many ways to
Have an appropriate a feeling or tone for the session
Have an appropriate level of concern. The level of tension must be adjusted to meet the
level of importance of the objective.
Have an appropriate level of difficulty. Challenging but not frustrating. Predict and reward
participation, culminating in success.
Apply both positive and negative
Ability to use the information taught
in the course but in a new setting
· Association -- participants can associate the new
information with something that they already know.
· Similarity -- the information is similar to material that participants
already know; that is, it revisits a logical framework or pattern.
· Degree of original learning -- participant's
degree of original learning was high.
· Critical attribute element -- the information learned contains
elements that are extremely beneficial (critical) on the job.
ShoreTel and VoIP Market
Opportunity selection and Pre-flight
Managing complex sales
Top Gun Master Class
Voice of the
Field demonstration of new
Coaching and communications
The Sales Dean
Pure IP unified communications systems
Aligned with Marketing and rest of
Listening and understanding Voice of Partners
Partner Sales Manager engagement and share the risk
Salesperson's desire to improve
Continued process Improvement
Academy ROI.mmap - 12/11/2007 - Greg Haskell