Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results
Transcript of Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results
David DiStefanoPresident and CEO
Today’s Sales Effectiveness Challenge
U.S. companies spend
The average sales rep forgets
$5bil
With sales process alone, sales reps make quota With sales process, technology and coaching,sales reps make quota
<50%
of the time
87%
>90%
of the time
“Effective” Sales Training Matters
Aberdeen Group reported that“effective” sales training significantlyimproves performance
Very Effective
9%
Effective 23%
Ineffective 24%
Somewhat Ef-fective
44%
Percentage of Respondents, N = 182
Effective
Ineffective
Most Struggle to Sustain Impact
68%are not effective
30 to 90 days49%
91 to 180 days26%
181 to 365 days6%
More than 1 year20%
Percentage of Respondents, N = 184
The Duration of Impact Varies
Almost 50%of companies sustain the impact of training for 90 days or less
more likely to establish post-development plans and prepare leaders to lead change
Planning Involves “Expectation Setting”
None of the above
Inform cross-functional leaders of the initiative
Create excitement through videos promoting the training
Prepare leaders to lead change
Make participants aware of how they’ll be evaluated
Establish post-training developmental plans
Establish and communicate key performance indicators the training will impact
Have managers communicate expectations for training outcomes
Communicate strategic importance of training to participants
Prepare sales managers to reinforce change
0% 20% 40% 60% 80%
7%25%
11%
21%
44%
31%
38%
48%
58%
41%
0%33%
35%
53%
63%
65%
67%
68%
70%
70%
Percentage of Effective Group, N = 57
2x
Sales Managers are Difference Makers
Establish CADENCE of activity
COACH on regular basis
INSPECT Verifiable Outcomes
USE “High-impact” QUESTIONSNone of the above
Sales process or skill development embedded in CRM workflow
Sales management process optimization
Pre-training sales behavior or personality assessment
Sales process optimization
Pre-training sales skills assessment
Learning Management System
Sales playbooks, guides, and tools
0% 20% 40% 60% 80%
18%
20%
11%
28%
21%
33%
35%
47%
2%
33%
35%
44%
44%
46%
51%
65%
Percentage of Effective Group, N = 57Percentage of Ineffective Group, N = 123
more likely to use sales management optimization3x
Technology Drives Sustained Behavior Change
Embed methodology Guide selling activities Make learning mobile
Strategies to Reinforce/Transfer
None of the above
Utilize gamification
Assess training adoption on an individual level
Communicate individual KPIs
Provide just-in-time coaching
Publicize individual/team sales performance levels
Provide opportunities for shadowing and on-the-job observation
Provide regular/ongoing coaching sessions
Provide opportunities to learn from peer experiences
Provide refresher training in core concepts
Provide individual feedback on skill assessments
0% 10% 20% 30% 40% 50% 60% 70%
13%
9%
17%
22%
30%
31%
33%
36%
38%
48%
31%
5%
18%
35%
35%
38%
38%
56%
56%
58%
58%
60%
Percentage of Effective Group, N = 55
Takeaways
Invest Establish post-training
developmental plans up front Utilize “gamification” Introduce mobile/tablet
solutions Evaluate, coach and provide
individual feedback
Train Key Selling Skills Using the New Sales Process Opportunity pursuit Strategic Account
development Strategic Questioning Skills Differentiating and Adding
Value Leveraging the Team Positioning Insights/New Ideas
Train Key Coaching Skills
Coaching to the Sales Process using Verifiable Outcomes
Coaching to Key Selling Skills Using the Manager Toolkit
Train Key Selling Skills Using the New Sales Process Opportunity pursuit Strategic Account
development Strategic Questioning Skills Differentiating and Adding
Value Leveraging the Team Positioning Insights/New Ideas
Train Key Coaching Skills
Coaching to the Sales Process using Verifiable Outcomes
Coaching to Key Selling Skills Using the Manager Toolkit
Define Develop
• Configure Systems CRM and Sales Tools Marketing automation
• Configure Systems CRM and Sales Tools Marketing automation
• Lead Change Leaders leading change
workshop
• Lead Change Leaders leading change
workshop
• Assess Talent & Skills Evaluate talent against sales
strategy Benchmark current skills
• Assess Talent & Skills Evaluate talent against sales
strategy Benchmark current skills
• Develop Processes & Practices Best and next practices
• Develop Processes & Practices Best and next practices
Drive
• Align Systems SAVO Sales Process Pro™ Marketing-sales alignment
• Align Systems SAVO Sales Process Pro™ Marketing-sales alignment
• Apply Skills Coaching to diagnostic results Manager Toolkit Coach-the-coach training
• Apply Skills Coaching to diagnostic results Manager Toolkit Coach-the-coach training
• Retain Knowledge QuickCheck: Mastery Topical webinars Good-to-great video
• Retain Knowledge QuickCheck: Mastery Topical webinars Good-to-great video
• Set Expectations Personalized Passport Change Story
• Set Expectations Personalized Passport Change Story
• Prevent Relapse Coaching communication
reminders Adoption questions
• Prevent Relapse Coaching communication
reminders Adoption questions
• Define Meaningful Metrics Business metrics Evaluation strategy
• Define Meaningful Metrics Business metrics Evaluation strategy
Richardson’s Sales Effectiveness System™
• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles
• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles
• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training
• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training
• Retain Knowledge QuickCheck: e-mail-a-day
learning reinforcement Special topic webinars Good to Great Videos
• Retain Knowledge QuickCheck: e-mail-a-day
learning reinforcement Special topic webinars Good to Great Videos
• Set Expectations Next step webinar* Personalized passport Change story
• Set Expectations Next step webinar* Personalized passport Change story
• Prevent Relapse Adoption questions Coaching communication
reminders
• Prevent Relapse Adoption questions Coaching communication
reminders
• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport
• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport
• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars
• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars
• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training
• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training
• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles
• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles
• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders
• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders
Sustainment Sponsorship Roadmap
• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles
• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles
• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training
• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training
• Retain Knowledge QuickCheck: e-mail-a-day
learning reinforcement Special topic webinars Good to Great Videos
• Retain Knowledge QuickCheck: e-mail-a-day
learning reinforcement Special topic webinars Good to Great Videos
• Set Expectations Personalized passport Change story
• Set Expectations Personalized passport Change story
• Prevent Relapse Adoption questions Coaching communication
reminders
• Prevent Relapse Adoption questions Coaching communication
reminders
• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport
• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport
• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars
• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars
• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training
• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training
• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles
• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles
• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders
• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders
Management’s Role in Sustainment
Specific Tools
Richardson QuickCheck™
Mobile Sales Enablement and Analytics• Sales reps master what was learned in the classroom
– Developed at Harvard Medical School– Extends knowledge retention by 70%– Supports sustainment of behavior change
Typical Learningand Forgetting Curves
Spaced Learning Reminders Improve Retention
Sales Leader’s Dashboard
0 20 40 60 80 100
Percentage
61%
34%
Group Performance
Baseline
Mastery
Leaderboard
Richardson QuickCheck™
Mobile Sales Enablement and Analytics
SAVO’s Sales Process Pro (for Richardson)
• Reflects Richardson’s sales methodology
• Prescribes the right content, messaging, experts and coaching
• Keeps deals on track
• Automated relationship and value mapping
• Aggregated social intelligence
• Embedded collaboration space enables team selling
• Automated document creation and customization
• Mobile-first, intuitive design
SAVO’s Sales Process Pro (for Richardson)
SAVO’s Sales Process Pro (for Richardson)
• Verifiable outcomes tracked
• Deal Quality Index objectively measures overall deal health and trajectory
• Insights Dashboard gauges seller adherence to best practices
• Solution integrates fully with SFDC
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL27
measurement is central to sustainment
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL28
business results
on-the-job behaviors
knowledge retention
training satisfaction
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