20161121 minds&more_support your organisation to achieve its goals through sales training
TRANSCRIPT
HOW TO SUPPORT YOUR SALES ORGANISATION TO ACHIEVE ITS GOALS THROUGH SALES TRAINING
Break out 3Sales track 16:15 – 17:00
Pascale Hall, Partner at Minds&More
Marja van Soest, Associate at Minds&More
SALESImprovement Continuum SALES
TRANSFORMATIONSALES
EFFECTIVENESSSALES
TRAINING
GET BETTER GET RESULTS CHANGE CULTURE
How much
do you spend on training
per year
SALES
($)
MANAGER
($)
Source CSO Insights sales enablement optimization study
<500 (17.5%)
500-1,500
(27.3%)
1,501-2,500
(27.0%)
2,501-5,000
(12.6%)
>5,000
(9.5%)
We don’t offer training (6.0%)
<500 (19.4%)
500-1,500
(17.8%)
1,501-2,500
(23.8%)
2,501-5.000
(12.8%)
>5,000
(7.8%)
We don’t offer training (18.4%)
Post course evaluation online
Online reinforcement
Knowledge retention
New attitudes
Observable change
Manager Coaching
CRM usage
Call Planning
Competencies
Conversion ratio
Volume of Opportunities
Product Mix
Forecast Accuracy
1. Reaction 2. Learning 3. Behaviour 4. Results
Measuring ROI
TRAINING ROI
Kirkpatrick Model
1. Results 2. Behaviour 3. Learning 4. Reaction
Designing ROI into the programme
MEET
THE MODERN LEARNER
MAIN BENEFITS
OF DIGITAL LEARNINGAccessibility and convenience are the biggest benefits of digital learning methods as far as managers are concerned.
TIME - being able to access the content at a convenient time
PACE - being able to learn at your own pace
LOCATION - being able to learn without leaving the workplace
AVAILABILITY - being able to access courses and qualifications
not available in my area
COST - lower cost than face-to-face development
CONTENT - access to high quality, up-to-date content
PERSONALISED LEARNING - being able to address your specific needs
PROGRESS - being able to track progress easily
REINFORCEMENT - backs up classroom learning
SOCIAL INTERACTION - being able to communicate with other learners
Note:Based on the responses from an online survey in June 2015 of 1,184 individual members from Chartered Management Institute across private, public and not-for-profit sectors.Source: “Learning to Lead, The Digital Potential”, Oxford Strategic Consulting & Chartered Management Institute, December 2015
82
68
66
64
54
48
44
39
31
15
The world leader in serving scienceProprietary & Confidential
Lynda Keenan
EMEA LSG Driving Sales PerformanceIntrepid Platform
CONSIDERATIONS FOR
DELIVERY
Objectives (e.g., Buyers Journey, corporate/BU, learner)
Budgetary constraints(e.g., available spend, capex)
Logistics & IT(e.g., travel, integration with existing LMS)
Course content(e.g., depth/breadth, consumption)
Learner proficiencies (e.g., mobility, self discipline)
Timing(e.g., speed to performance,
speed to deployment)
25+
LEARNER
READYTM
Marketing Sales TransformationMarket Assessments Sales & lead management Defining vision & mission
Segmentation, targeting & positioning
Large account management process
Shifting the paradigm and change management
Product management & marketing
Creating & managing opportunities
Building customer centric or solution led organizations
Go to market plans & activation Sales Enablement Organizational design
Social Selling Mastery (Marketing) Social Selling Mastery (Sales) Social Selling (Leadership)
Communication management Value based selling and pricing Innovation & NPD processes
Pricing & value capturing Negotiating success Internal communications
(Employer) brand management Leveraging your CRM tools Coaching & capability building
Customer experience & loyalty Partner channel management Marketing & sales alignment
Marketing performance & KPI’s Strategic selling Building employee engagement
Deep expertise from a team with 600+ years of collective experienceInterim services. Consulting. Academy / training.
9
MINDS&MORE cvbaPark Hill OfficeJan Emiel Mommaertslaan 16b1831 Diegem
www.mindsandmore.biz Tel: +32 (0)2 704 49 40
Pieterjan Kempynck, PartnerMobile: +32 (0)477 700 541Email: [email protected]
Francois Delvaux, PartnerMobile: +32 (0)495 242 986Email: [email protected]
Benny Van Calster, PartnerMobile: +32 (0)475 633 483Email: [email protected]
Myriam Vangenechten, PartnerMobile: +32 (0)477 508 640Email: [email protected]
Pascale Hall, PartnerMobile: + 32 (0) 472 445 983Email: [email protected]
Grégoire Van der Veken, PartnerMobile: +32 (0)495 582 221Email: [email protected]
Thomas Donck, PartnerMobile: +32 (0)494 566 844Email: [email protected]