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Tina M. Breslin Hearst Sales Development Director 06/08/09
Goals for today’s meeting <ul><li>What we learned from IBM </li></ul><ul><li>The Sales Performance Dept. 2009 Goals </li><...
What we learned from IBM <ul><li>The challenge: Getting reps out of their “comfort  zones” in selling a limited set of pro...
Goals of Sales Performance Dept. <ul><li>2009 </li></ul><ul><ul><li>Develop learning strategies </li></ul></ul><ul><ul><li...
More Sales Training?
1. Learning Strategies aligned with Business Goals <ul><li>VP prioritizes top 3 business goals  </li></ul><ul><li>Needs an...
2. Train rapidly, quickly and with great impact <ul><li>1 hour webinars on Selling Online </li></ul><ul><li>15-20 minute “...
3. Enterprise wide sales process <ul><li>Entry level:  Needs Based Selling </li></ul><ul><li>Developing  Solution Selling ...
4. Create Sales Coaching Playbook
5.Standardize Job Roles/performance  expectations
Conclusions <ul><li>Local internal trainers will save money </li></ul><ul><li>Learning strategies increase ROI and retenti...
Recommendations <ul><li>Sales Development to  Sales Effectiveness (SE) </li></ul><ul><li>Merge Research team with SE;  dat...
Thank you for your support <ul><li>Tina M. Breslin, Director of Sales Performance </li></ul><ul><li>Tina.breslin@chron.com...
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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.

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Learning and Business Goals

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

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