applied sales learning: get the results that you want
DESCRIPTION
If you are frustrated by the results that you receiving from your present sales training, take a look at this brief, 15 minute presentation on Applied Sales Learning. The five elements of personal learning are summarized and ready to help you acquire a more productive sales program.TRANSCRIPT
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HAPPY NEW YEAR. NOW WHAT ARE YOU GOING TO DO ABOUT SALES?
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• 20 years experience• 500 engagements• 11 National Awards• Stellar Clients
UPHSUHS, Inc.Johns HopkinsMontefioreMercy Health SystemLehigh Valley HospitalProCureTake CareHoughton InternationalMerck & Co.NovartisAstraZenecaSanofi AventisVolvoTerumoCR BardFederal Reserve Bank
The World Bank/IFCWorld Trade OrganizationMercedes BenzProvident BankCommerce bankCEICHOPESRI InstituteThe InstitutesProcter & GambleAmerisourceBergenReckittTriZettoBlueCross BlueShieldCareFirstAramarkMack Trucks - Renault
Partial Clients
Dave [email protected] Ext14
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YOU HAVE ANOTHER CHANCE TO START FRESH.
YOU ARE COMMITTED TO DOING A BETTER JOBAT TRAINING YOUR SALES STAFF.
MORE IMPORTANTLY, YOU ARE COMMITTEDTO MAKING YOUR NUMBERS.
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Overview: Steps For Getting What You Need
Segment Your Reps
Train to the Profile - NoGeneralized
Training
Communicate Your and the
Reps Expectations
Initiate 90 Day Post Learning Support
Reps Apply their
Learning Then
Evaluate
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Segmentation: Sales Learning Should Never Be One Size
Below are four groupings of employees in a typical sales organizationaccording to their sales quota success rate.
Rainmakers are always above quotaand rarely want training.
This group averages 80% of quota ona consistent basis but may notachieve quota regularly. Their learning needsare profile specific, they have the skills.
15% of the sales team may never improve.
65-80% of quota is the average success range.Their learning is specific on skills and profileneeds. Demonstrated practice is required.
5%
20%
60%
15%
Train by the grouping – invest wisely
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Do you have profiles ofwhat successful sales peoplelook like?
Do you have learning programs thatresponds to “like profile” needs?
Moving the 60% up to the 20%and the 20% to becomingrainmakers is mentoring theprofile details.
Profile The Sales Staff – Understand Strengths,Weaknesses And Level Of Tenacity & Emotions
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Communicate the Expectations
Your needs
Define and communicate what you expect from your staff and their learning – face to face
Discuss “what’s in it for me” – the staff’sintrinsic value
Provide learning, by group, that is demonstrable
Provide the opportunities to implement the learning – discuss, test and analyze
Communicate the results – let the staff teach each other – repeat often over the next 90 days (cementing recall and use)
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PricingAnalytics
Supply ChainDistribution
FeaturesFunctionsProcess
Solution Oriented
Critical thinkingInfluence
Trusted AdvisorEmpathy
TransparencyCreativity
Logical Emotional
Does the learning includeemotional aspects also?
Avoid generalized training.
Winning with Clients and Prospects
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Dale’s Cone of Learning
Citation: Edgar Dale, commons.wikimedia.org, viewed, April 14, 2012
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90 Day Post Learning Support
Time
Recall
0
100
Applied Learning Extension Activities
Help to close the learning- retention gap by exposing the learners to timed activities with increasing levels of direct participation by the learner.
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T1 T2 T3 T4 T5 90 Days
.More intensive activities at the later stages
More intensive activities at the early stages
Activities are dispersed
• Email campaigns • Social learning• Web Presentations• Surveys• Rapid Learnings• Video group sessions• Self directed learning• Case study teaching• Managers’ review• Personal plan creation
Activity Types for the Reps
Mini Learning Interventions – Applying What Was Learned
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Sales managers can mentor up to 12 reps at a time with collaborative videolearning. The sales reps should demonstrate to others online what they havelearned and the manager mentors.
Practice, Evaluate and Mentor
Post learning interventions require approximately 12hours per Sales Rep over 90 days.
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Let’s Use This New Year to Become More Successful
Dave GoodmanSoftAssist, [email protected]
610.265.8484 ext 14
SoftAssist designs, develops and implements customized and measurable learning programs.
Ask about related presentations on “Applied Learning Extensions” and “Using Social Media with Sales” (released February, 2014).
Thank you for your time.