transform sales results with effective sales training

Download Transform SALES Results with Effective Sales Training

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Director of Product Development, Mike Kunkle discusses the practical details of how you can build an effective sales training system with all of the elements required to truly transform sales results. Plan, build or update sales training, and implement it effectively in your own organization with these valuable insights. Learn more about Richardson at http://www.richardson.com.

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  • 1.Transform SALES Results with Effective LEARNING Systems Mike Kunkle ASTD Sales Enablement Track Session M218 2:15-3:30 pm Ballroom C4 Mike Kunkle Transform Sales Results with Effective Learning Systems

2. Table Talk on Sales Training: Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Set the Stage Good News | Whats Working? Bad News | Not Working? 2 3. Mike Kunkle Transform Sales Results with Effective Learning Systems 3 Sales training is not delivering results 4. Mike Kunkle Transform Sales Results with Effective Learning Systems 4 Sales needs your help more than you think 5. Current state of sales training Viewpoint of sales leaders Transform Sales Results | Effective Learning Systems Agenda Mike Kunkle Transform Sales Results with Effective Learning Systems Hope Reality 5 6. Mike Kunkle Transform Sales Results with Effective Learning Systems 6 Sales training can have a massive impact 7. Framework Effective learning systems Business integration and alignment Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Agenda Content Design Managers Transfer Coaching Measures Perf. Mgt. Integration & Alignment 7 8. Mike Kunkle Transform Sales Results with Effective Learning Systems 8 Im going to arm you to have a conversation with Sales leaders 9. Mike Kunkle Transform Sales Results with Effective Learning Systems 9 Im going to arm you to make a difference with Sales results 10. The Goal: Arm you to apply this content... to improve sales training results at your company. Transform Sales Results | Effective Learning Systems Objective Mike Kunkle Transform Sales Results with Effective Learning Systems 10 11. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Framework + The Big Three Integration & Alignment 11 Framework 12. Mike Kunkle Transform Sales Results with Effective Learning Systems 12 The Big Three 13. Mike Kunkle Transform Sales Results with Effective Learning Systems 13 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 14. Mike Kunkle Transform Sales Results with Effective Learning Systems 14 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 15. Mike Kunkle Transform Sales Results with Effective Learning Systems 15 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 16. The Current State of Sales Training A funny thing happened on the way to my sales training class 16 Mike Kunkle Transform Sales Results with Effective Learning Systems 17. From ASTDs Report The State of Sales Training, 2012 Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Training 17 58%94% 18. From ASTDs Report The State of Sales Training, 2012 Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Training 18 19. From ASTDs Report The State of Sales Training, 2012 Mike Kunkle Transform Sales Results with Effective Learning Systems 19 Transform Sales Results | Effective Learning Systems Current State: Sales Training Overall, still more product training than skills. Where is business acumen? 20. From ASTDs Report The State of Sales Training, 2012 Mike Kunkle Transform Sales Results with Effective Learning Systems 20 Transform Sales Results | Effective Learning Systems Current State: Sales Training 21. The Current Viewpoint of Sales Leaders A funny thing happened during my 18 month tenure 21 Mike Kunkle Transform Sales Results with Effective Learning Systems 22. From CSO Insights 2013 Sales Performance Optimization Survey Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Sales Trainings Customer 22 23. From CSO Insights 2013 Sales Performance Optimization Survey Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint 23 24. Ramp-up & Compensation Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 24 25. Lets review some Needs Improvement categories together. Game Plan Ill set it up You shout em out! Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint 45% From CSO Insights 25 26. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 47% 26 27. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 42% 27 28. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 44% 28 29. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 43% 29 30. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 33% 30 31. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 31% 31 32. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 40% 32 33. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint From CSO Insights 67% 33 34. From the Sales Management Associations B2B Sales Change Study: 34 Transform Sales Results | Effective Learning Systems Current State: Sales Leader Viewpoint #1 Mike Kunkle Transform Sales Results with Effective Learning Systems 35. A Few Other Data Points Matchmaker, Matchmaker, make me a match 35 Mike Kunkle Transform Sales Results with Effective Learning Systems 36. CEB: Prospects are 60% through their buying decision when they contact a sales rep... prospects need insights, not information Sirius Decisions: The greatest inhibitor to sales growth is the inability of reps to communicate value Forrester: 12% of sales calls add value (execs surveyed) Sales Benchmark Index: 28% of sales are Won. 14% are Lost. 58% of deals end in No Decision. Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Sales Does Needs Your Support 36 37. ES Research: 80%+ of sales training produces no long- term impact McKinsey: 75% of training programs fail to contribute to the success of the business CEB: 50% of line managers believe shutting down L&D would have no impact on employee performance Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems But Sales Training Often Fails to Deliver 37 38. Mike Kunkle Transform Sales Results with Effective Learning Systems 38 Use this data as a springboard to have a conversation with YOUR Sales leaders 39. Table Talk on Sales Training: Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems Current State: Sales Training Were you aware of this data / info? Yes - Absolutely, but thanks for the reminder No - This is new insight Mix - I was aware of some, but not all As a sales training / enablement pro, what is it telling you? 39 40. Solutions Framework, meet The Big Three. The Big Three, meet Framework 40 Mike Kunkle Transform Sales Results with Effective Learning Systems 41. Framework Effective learning systems Business integration and alignment Mike Kunkle Transform Sales Results with Effective Learning Systems Transform Sales Results | Effective Learning Systems The Solution: Framework + The Big Three Content Design Managers Transfer Coaching Measures Perf. Mgt. Integration & Alignment 41 42. Mike Kunkle Transform Sales Results with Effective Learning Systems 42 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 43. Mike Kunkle Transform Sales Results with Effective Learning Systems 43 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 44. Mike Kunkle Transform Sales Results with Effective Learning Systems 44 1. Build content based on differentiating top-producer practices 2. Engage managers in content, training, coaching and performance management 3. Develop a change plan and execute it with discipline 45. Past Results $398MM revenue increase, $9.96MM net profit increase, 400% ROI Increased sales per rep by 47% Increased sales results