Ap4 zba exec overview
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This document provides an agenda and summary of a strategic training curriculum review for account planning for ZBA (a collaborative approach). It discusses feedback from the field on gaps in current training. It outlines course objectives for an AP4ZBA course, including conducting research on top accounts and delivering a financial impact statement in a role play. It also shows how the training is aligned with performance metrics and discusses recent positive attendee feedback. Finally, it outlines the components of the commercial curriculum continuum, including courses on strategic account planning, account management, social media selling, and business intelligence.
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Ap4 zba exec overview
- 1. Strategic Training Curriculum Review Account Planning for ZBA – A Collaborative Approach October 11, 2015 Patrich V. Calhoun, Director Frank Colon’, Sr. Manager Enterprise Sales Enablement
- 2. Agenda • Voice Of The Field • Gap Analysis • AP4ZBA Course Objectives • Alignment to PBI’s • Course Feedback • Commercial Curriculum Overview 2
- 3. Voice Of The Field Survey Results: *Next Step – Regional Survey Reviews
- 4. AP4ZBA GAP Analysis What did we learn? 4
- 5. Course Objectives • Complete and do researach on 2 Top 20 ZBAAccounts to prepare for an Executive Level Meeting • Deliver a unique Financial Impact Statement in a role play environment, handling objections and gaining feedback to improve • Conduct a First Meeting role play using research tied to business challenges. • Create a repeatable process with Top 20 ZBA accounts that has been proven successful.
- 6. • Services and Value Messaging • Proposals DeliveredQuotes w/Services • Eloqua • VITO TemplateBusiness Development • Solutions & Services Vs. Equipment Centric • Aligning offering to client goals, initiatives & challenges • Effective Services Talk Tracks Cases AP4ZBA Aligned to PBI’s (Coach To’s)
- 7. Tracking Results ZBA Rquote Tracking: 8FOR INTERNAL USE ONLY - DO NOT DISTRIBUTE OUTSIDE OF RICOH
- 9. COMMUNICATING VALUE 2 DAYS STRATEGIC ACCOUNT PLAN (ASAP) 2 DAYS ACCOUNT MANAGEMENT (In Development) 1 1 DAY SOCIAL MEDIA SELLING 1 DAY OUTPUT MGMT. STRATEGIES 2 DAYS PROCESS AUTOMATION STRATEGIES 2 DAYS STRATEGIC MASTERY BUSINESS INTELLIGENCE • BLUE PRINT • KEY PLAYERS • CORPORATE INTELL. • S.W.O.T. EXECUTING THE EXECUTIVE MEETING VALUE STATEMENT VIRTUALINTRO.COMPONENTS S.W.O.T. FINANCIAL ACUMEN (ANNUAL REPORT) ACCOUNT PLAN (ZBA CHECKLIST) BUSINESS INTELLIGENCE • TOP 10 QUESTIONS • G.O.O.D.S. CUSTOMER CHECKLIST QSM INTEGRATED ACCOUNT REVIEW ASM VALUE PROP EVOLUTION OF SOCIAL MEDIA SOCIAL MEDIA KEY TERMS CDIA + CERTIFICATION (elective) 3.5 DAYS SERVICE EXCELLENCE MPS SALES METHODOLGY COMPETITIVE POSITIONING VALUE PROPROSITION IDC ANALYSIS MPS STRATEGY OPTIMIZATION PRINT POLICY RESOURCE ENGAGEMENT IMPORTANCE OF SOCIAL MEDIA Major Account Training Continuum Components
- 10. Questions
Editor's Notes
- Thank you for the opportunity to talk to you about Account Planning for ZBA – A collaborative approach. This workshop will be replacing what used to be Consultative Selling. Although we had a very successful rollout of Consultative Selling we felt the need to make it more adaptable to the New World of Work. For the first time we have taken the traditional Instructor Led Workshop and “chunked” it into multiple sessions. We have a Level Set call for that sales leaders so that they can become familiar with what we will be asking their sales reps to go through and be prepared for in the additional breakout sessions so that they can continue to drive the learning. The next piece is the Virtual Instructor Led class which is taught over video and covers the pre-work that the reps will be required to do for the live class. The next piece will be the live Instructor Led class which will be 1.5 days and primarily consist of role play, breakout sessions and exercises. We will also have 2 Post Workshop calls at 15 and 30 days to follow up on progress and provide additional development. This class is targeted toward the sales rep with a tenure of 18 months or higher and will serve as a foundation for the additional classes that will be taught on Floors 3 and 4.
- Some of the steps we took include a survey (insert how survey was done here)…based on the result of the survey we were able to determine where the gaps were (insert gap analysis results here). Next we will go through the objectives of the AP4ZBA course, talk to how the course ties back to the PBI’s, discuss feedback on the recent workshops that we have taught and lastly cover what the continued curriculum looks like for the SE’s and Sr. SE’s going forward.
- Survey…October…where is the skill set…sent to ?...what was response back? Very valuable…per region….per marketplace….questions aroung skill set…rank them….key is voice of the rep…here is the way you will be coached…goal take material and tie to gap analysis.
- What’s most critical at this time??? We need more activity to generate overall pipeline and customer interaction! We need to drive calls, schedule more appointments and convert customer activity to opportunity generation. AP4ZBA will make the difference in all three of these areas.
- CHANGE BACK TO CV SLIDE…In regards to quotes…the program trains the sales professional to have a more improved approach to their largest ZBA’s. Through the approach in the initial discovery meeting…converastions focused to business challenges and goals…amount of opportunity found will increase. As a result, the amount of quotes, qoutes with services and cases will increase as well. Due to qualities of opportunities being more focused to services….
- There is a tracking mechanism designed to track Rqoute focused to ZBA Account….once each class has been completed we will be tracking amt of rqoute open to show how the class has impacted the PBI’s.
- White Paper – Executing the executive meeting – Whitepaper