learning and business goals

04/07/23

Tina M. BreslinHearst Sales Development Director

1

Goals for today’s meeting What we learned from IBM The Sales Performance Dept. 2009

Goals Value to you Conclusions Recommendations

What we learned from IBM The challenge: Getting reps out of their

“comfort zones” in selling a limited set of products

The solutions: 1. Developed customer centric sales approach 2. Consistent Entry Level Education3. Standardized Competency Model of Top Performer

Traits

The result: 1. Promoted collaboration in all divisions and

geographies2. Training targeted to rep need3. Heavy adopters outperformed light adopters 3 to 1

of new sales process04/07/23 3

Goals of Sales Performance Dept.

20091. Develop learning

strategies2. Train in small, powerful

sessions3. Standardize new sales

process 4. Create Sales Coaching

Playbook5. Create standard job

roles and performance guidelines

04/07/23 4

More Sales Training?

1. Learning Strategies aligned with Business Goals VP prioritizes top 3 business goals

Needs analysis on current skill gaps Customize 3-6 month learning schedule

1 hour webinars specifically ½ day practice workshops that support the

goal Manager led team meeting learning sessions Instructor led program

VP involvement establishes ROI of training investment!

04/07/23 6

2. Train rapidly, quickly and with great impact 1 hour webinars on Selling Online

15-20 minute “tidbits” during MOASC meetings

Engage sales managers in “knowledge transfer”

Include online Subject Matter Experts in every session

04/07/23 7

Cost effective, powerful and lasting impact!

3. Enterprise wide sales process Entry level: Needs Based Selling

Developing Solution Selling Model that will align with customer buying vision

Merge sales process in CRM tool

04/07/23 8

Solution Selling Model supports Solution Sales Team— creates Value to our Customer

4. Create Sales Coaching Playbook

5.Standardize Job Roles/performance expectations

Conclusions

Local internal trainers will save money

Learning strategies increase ROI and retention (but can cost more)

Need new sales process supported by all levels

Coaching will move the needle of the core performers

Recommendations Sales Development to Sales

Effectiveness (SE) Merge Research team with SE; data

sells! Assign trainer for community and CT

papers Open position in training—supports

digital efforts and designing content—Saves $$$

Align database marketing team to lead CRM

04/07/23 12

Thank you for your support

Tina M. Breslin, Director of Sales Performance

Tina.breslin@chron.com; 713-362-2786

04/07/23 13