learning and business goals
Post on 19-Oct-2014
540 views
DESCRIPTION
This is an example of the work that I have done as a learning executive for Hearst newspapers. This was presented to the President of our company.TRANSCRIPT
![Page 1: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/1.jpg)
04/07/23
Tina M. BreslinHearst Sales Development Director
1
![Page 2: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/2.jpg)
Goals for today’s meeting What we learned from IBM The Sales Performance Dept. 2009
Goals Value to you Conclusions Recommendations
![Page 3: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/3.jpg)
What we learned from IBM The challenge: Getting reps out of their
“comfort zones” in selling a limited set of products
The solutions: 1. Developed customer centric sales approach 2. Consistent Entry Level Education3. Standardized Competency Model of Top Performer
Traits
The result: 1. Promoted collaboration in all divisions and
geographies2. Training targeted to rep need3. Heavy adopters outperformed light adopters 3 to 1
of new sales process04/07/23 3
![Page 4: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/4.jpg)
Goals of Sales Performance Dept.
20091. Develop learning
strategies2. Train in small, powerful
sessions3. Standardize new sales
process 4. Create Sales Coaching
Playbook5. Create standard job
roles and performance guidelines
04/07/23 4
![Page 5: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/5.jpg)
More Sales Training?
![Page 6: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/6.jpg)
1. Learning Strategies aligned with Business Goals VP prioritizes top 3 business goals
Needs analysis on current skill gaps Customize 3-6 month learning schedule
1 hour webinars specifically ½ day practice workshops that support the
goal Manager led team meeting learning sessions Instructor led program
VP involvement establishes ROI of training investment!
04/07/23 6
![Page 7: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/7.jpg)
2. Train rapidly, quickly and with great impact 1 hour webinars on Selling Online
15-20 minute “tidbits” during MOASC meetings
Engage sales managers in “knowledge transfer”
Include online Subject Matter Experts in every session
04/07/23 7
Cost effective, powerful and lasting impact!
![Page 8: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/8.jpg)
3. Enterprise wide sales process Entry level: Needs Based Selling
Developing Solution Selling Model that will align with customer buying vision
Merge sales process in CRM tool
04/07/23 8
Solution Selling Model supports Solution Sales Team— creates Value to our Customer
![Page 9: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/9.jpg)
4. Create Sales Coaching Playbook
![Page 10: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/10.jpg)
5.Standardize Job Roles/performance expectations
![Page 11: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/11.jpg)
Conclusions
Local internal trainers will save money
Learning strategies increase ROI and retention (but can cost more)
Need new sales process supported by all levels
Coaching will move the needle of the core performers
![Page 12: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/12.jpg)
Recommendations Sales Development to Sales
Effectiveness (SE) Merge Research team with SE; data
sells! Assign trainer for community and CT
papers Open position in training—supports
digital efforts and designing content—Saves $$$
Align database marketing team to lead CRM
04/07/23 12
![Page 13: Learning and Business Goals](https://reader034.vdocuments.site/reader034/viewer/2022042713/5443aa9cafaf9f9c098b4603/html5/thumbnails/13.jpg)
Thank you for your support
Tina M. Breslin, Director of Sales Performance
[email protected]; 713-362-2786
04/07/23 13