Sales Training Drivers
StevenStop Following Follow Steven
Any recommendations for a sales training program that is geared towards Strategic and Global Account Penetration?
22 hours ago
DaveStop Following Follow Dave
Dave Stein • Hi Steven,
I’m certain you’re going to get a lot of people telling you what they believe the best sales training program is. The passion and loyalty supporting some programs is admirable.
This question has been seen again and again on these LinkedIn discussion groups. Some have had as many as 200 comments.
I’ll get it started by suggesting you read this before going any further: http://www.linkedin.com/redirect?url=http%3A%2F%2Fow%2Ely%2F63Bhp&urlhash=oqpn&_t=tracking_disc
Happy to speak with you further about it off-line.
22 hours ago
Thomas S. McDonald • Thanks for the article Dave. You are correct in that every sales training application is unique.
There are many great sales training programs geared for strategic and global account penetration. We would need to know more, as Dave identifies, to uncover which approach is right for you.
(1) you need to define your, strategic end objective(s), (2) work the sales metrics to see if your goal is viable, (3) get all stakeholders committed and aligned, (3) identify best practices, (4) identify individual skill gaps, (5) then individually train to those gaps (individual learning to fluency), providing individual ongoing coaching and reinforcement for stick.
Equally important as choosing your sales training (learning) materials, is how you individually deliver and individually reinforce those materials, over time.
We know that individual transfer, or individual stick is a very real challenge, especially with sales people. Without individual learning to fluency (including verbal skills), successful application over time via ongoing coaching and reinforcement, individual beahaviors will not change. This leaves you with a very expensive sales training exercise and minimal individual performance improvement. You result is being short of your objective(s).
This real sales training issues are overcome with learning technology, that truely personalizes each participants learning experience, with individualized reinforcement over time (digital tutor and live coach).
You ensure that each participant learns the information to fluency in the shortest time possible time and that it is successfully reinforced, over time, to ensure behavior change, resulting in individual performance improvement aligned with business objectives.
We will help you determine your sales training gaps and best practices. We will provide you with the learning and transfer technology. We aslo have critical content partners that can align the appropriate content to your needs and provide individual coaching and train the trainer coaching.
Here is some introductory supporting sales training information:
Please let me know if you would like to learn more on how learning and transfer technology can better your individual sales training outcomes, consistent with your strategic organization objectives.
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