showpad webcast - training tipping point - corporate visions · handling objections executive...

Sales Training Tipping PointJust-in-time, Situational Training

Tim RiestererChief Strategy and Research OfficerCorporate Visions

Co-Author:Customer Message ManagementConversations That Win the Complex SaleThe Three Value Conversations

4 out of 5 companies say their salespeople DON’T get the skills training they need

Most say managers most likely to choose training

56% blame time out of field constraints (37% say budget limitations)

65% of companies increasing investment in virtual training

Flat investment in traditional

classroom training

Most effective for behavior change

39%

10%

Instructor - led Classroom

Manager - led In - field

VirtualOnline

45%

Effectiveness Doing the right things that get you closer to your goals

We increased sales quota performance by 14%

EfficiencyDoing the right things in the most economical way possible

We trained more people on 14% less budget

How can you do both?

CREATE VALUEBreak Status QuoDifferentiate

Status Quo

Buy

CAPTURE VALUE

Expand DealProtect Margins

Pipe Propose Profits

CREATE VALUEBreak Status QuoDifferentiate

Status Quo Buy

Pipe Propose

Overcoming StatusQuo Bias

Telling a “Why Change” Story

COMPETENCIES

Creating Competitive Differentiation

Telling a “Why You” Story

Preparing and Telling a Better Story

Using Visuals forGreater Impact

Grabbing and Keeping Customers’ Attention

Reframing and Handling Objections

Profits

Status Quo Buy

Pipe Propose

Executive Buyer’sPerspective

Relevant Industry andCompany Research

COMPETENCIES

Using HistoricalFinancial Analytics

Winning Access to Executives

Showing the Business Change

DemonstratingBusiness Impact

Providing FinancialJustification (ROI)

EstablishingPerformance Metrics

Profits

Status Quo Buy

CAPTURE VALUE

Expand DealProtect Margins

Pipe Propose

COMPETENCIESIdentifying Buyer’sAlternatives

Creating PricingUncertainty

Exchange Value vsGive it Away

Pivotal AgreementsNeeded to Close

Make First Offers toSet High Targets

Discount Plan andConcession Psychology

Manage ConsensusBuying Process

Leveraging Tension for Breakthrough Benefit

Profits

Status Quo Buy

Pipe Propose

















Identifying Buyer’sAlternatives








Profits

CREATE VALUE ELEVATE VALUE CAPTURE VALUE

Flexible, Virtual, Modular Competency Library

Arbitrary Learning Paths

Roles-based development

plans

Tenure-based development

plans

Performance-BasedCustom Learning PathsWith Just-in-Time Delivery

Status Quo Buy

Pipe Propose

Struggling to create pipe Struggling to get sign off Struggling to maintain margins

Profits

BIG DATA

Status Quo Buy

Pipe Propose

























Profits

COMPETENCIES COMPETENCIES COMPETENCIES

Needs-BasedCustom Learning PathsWith Just-in-Time Delivery

Fluency AssessmentTRIPLE THREAT

VALUE CONVERSATION ASSESSMENT

Section 1: Create Value

CREATE VALUE

TRIPLE THREAT


Section 2: Elevate Value

ELEVATE VALUE

TRIPLE THREAT


Section 3: Capture Value

CAPTURE VALUE

Status Quo Buy

Pipe Propose

























Profits

COMPETENCIES COMPETENCIES COMPETENCIES

Situationally-RelevantCustom Learning PathsWith Just-in-Time Delivery

Traditional Training Models

Selling SkillsTraining

Sales ProcessTraining

Vertical Markets Training

Product SolutionsTraining

“Contextual”Training Models





EmbeddingSkills Training

Grabbing and Keeping Attention



Using Visuals for Greater Impact


Embedding Skills Training


Demonstrating Business Impact

Providing Financial Justification

Pivotal Agreements Needed to Close

Manage Consensus Buying Process


Sales “Play”-SpecificCustom Learning PathsWith Just-in-Time Delivery






“Contextual”Training Models

EmbeddingSkills Training






Make First Offers to Set High Targets

Major Disruptive Product Announcement



Relevant Industry and Company Research




Pivotal Agreements Needed to Close

Complex IntegratedSolution Announcement


Providing Financial Impact

Manage Consensus Buying Process


Grabbing and Keeping Customer’s Attention


Create Pricing Uncertainty

Exchange Value vs Give it Away

Discount Plan and Concession Psychology

Well-Accepted Commoditized Products


Establishing Performance Metrics



Triple Threat Online Competency Library• Performance-based custom learning paths

• From data in your sales automation systems

• Needs-based custom learning paths• From behavioral outcomes fluency assessments

• Situationally-relevant custom learning paths• Embedded in your sales process and CRM experience

• Sales “Play”-specific custom learning paths• Embedded in your product launches and training materials

Delivered just-in-time to the right person!

Effectiveness Doing the right things that get you closer to your goals

We increased sales quota performance by 14%

EfficiencyDoing the right things in the most economical way possible

We trained more people on 14% less budget

Proven adult learning principles

ASSESSMENTCONVERSATION

FLUENCYShare the Concept

Show the Science See Examples Practice the

Concept

Test and Validate Your Knowledge

Apply What You’ve Learned

AdditionalMastery Content





Concept



Share the Concept


Why it’s important





Concept



Show the Science



How it’s rooted in science and experience





Concept


Apply What You’ve LearnedSee Examples Additional

Mastery Content


What good and bad look and sound like






Concept



Practice the Concept





Try on the competency





Concept







Reinforce lessons learned







Concept


Apply What You’ve LearnedApply What

You’ve LearnedAdditional

Mastery Content






Exercises that apply to an actual account





Concept








Go Deeper on initial knowledge

transfer








Concept







Go Deeper on initial knowledge

transfer




Tim RiestererChief Strategy and Research OfficerCorporate Visions

http://cvi.to/2jMxQHP ß Case Sensitive

showpad webcast - training tipping point - corporate visions · handling objections executive...

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