Could partnering with your Senior VP of Sales allow you to see
improvements in your sales team? Maybe hiring a professional
training manager could provide you with a fresh perspective. How
would your sales team improve if you found a more effective
coaching platform? IBM, Knology, Inc., and MetLife have all
developed award winning sales programs in the fields of
(respectively) career development, workplace learning and
performance, and workplace learning and development. Read how
three winning programs of the Excellence in Practice award have
helped these companies to find success as they seek to develop
better sales teams.
IBM Sales Learning
Armonk, New York
Class: Sales Eminence
Over the last 100 years, IBM has transformed its workforce many
times, often creating a leading workforce within the technology
industry. Through its Sales Eminence partnership, the learning
team joined with the senior vice president of sales to transform
its sales force, increase client value by setting the agenda for
client's ever-changing needs, and ensuring IBM's continued
leadership in the market.
The partnership focuses on enhancing the skills and expertise of
sales professionals and a sales career model that simplifies jobs
into three career paths: industry, solution, and technical.
Knology, Inc.
West Point, Georgia
Class: Call Center Frontline Leadership Development
At Knology's customer care centers, frontline supervisors often
gained their positions through superior technical capabilities, but
they were frequently ineffectual due to a lack of leadership
skills. Recognizing this developmental gap, the executive director
hired a professional training manager who created a four-stage
program addressing the vital areas of essentials of leadership,
effective team building, performance management, and coaching for
top performance.
Training focused on classroom academics, between-class activities,
and manager coaching interventions. Subsequently, frontline
performance has significantly improved, both representatives and
supervisors exhibit more positive attitudes, and everyone is
working more effectively and efficiently - directly increasing the
bottom line.
Metlife
El Segundo, California
Class: Sales Coaching Excellence Program
The Sales Coaching Excellence Program was developed to provide a
comprehensive, consistent, and effective coaching platform for
MetLife's Annuity Product Wholesaling Sales Desk and Field
Development function. The goal of the program is to offer sales
coaching strategies, tactics, and tools to the Sales Desk Managers
to improve the performance of all inside sales reps. Managers are
trained on conducting high-impact sales meetings, conducting
monthly goal-setting meetings, delivering performance feedback, and
conducting sit-along coaching.
Direct results of implementation have been impressive. In less
than eight months the program has had a direct impact on the
company's sales results, employee productivity, and business
growth.
So, what are you doing to improve your sales training
programs?
Are your learning and performance solutions worthy of
recognition? If you think you have an award winning program, submit
here.