Sales Support: Just Enough, Just in Time

Speaker

Chanin Ballance President and CEO, MobilePaks Prior: CEO of VIA, Inc. Published In: Marketing Profs, ATD, Selling Power, CMO by Adobe, CMO Essentials & more

• Trends in the Workplace and Learning Science

• Why Your Sellers Need On-Demand Support to be Effective

• 5 Take-Away Tips on Bite-Sized Content and the Technologies/Tools to Make it Easy

Agenda

Trends in the Workplace and the Science behind Learning

Multi-Generational

Generation Born

Traditionalists Born prior to 1946

Born Baby Boomers 1946 ‐ 1964

Gen X 1965 ‐ 1976

Millennials 1977 ‐ 1997

Gen 2020 Born after 1997

Source: Harvard Business Review

Multi-Generational

Source: New York Times, 2015

Generational trend

• Prefer experiential/hands-on learning

• They are connected (often 24/7) and expect immediacy and live in the moment

• Technology is just a part of life

• They can shift attention rapidly

90% move between devices to accomplish a goal.

Source: Google, 2012

You have 8 seconds to get their attention.

Source: 2013 study by the National Center for Biotechnology Information

Why Your Sellers Need On-Demand Support To be Effective

Repetition, reminders, spacing and practice = stronger memory

Event Training Has Limits Most can’t recall 90% of it 30 days later.

Days since training event

% In

form

atio

n r

ecal

led

Sales is Hard. There’s a lot to know.

Source: http://mobilepaks.com/video-sales-onboarding-with-mobilepaks/

71% SAY the top selling concern is the ability to articulate value in the customer conversation (source: SiriusDecisions)

Source: IDC

How much total time wasted?

5 Take-Away Tips Bite-Sized Content and Technologies/Tools to Make it Easy

Short chunks of

knowledge

• 3-5 minute bites • Keep paragraphs

short, ~ 150 words • Organize content

topically • Interactive: 45

seconds; avoid long passive viewing

Tip 1: Small and easy to digest

• Conversational, life-like tone

• 8th grade reading level

• Stories, analogies and examples

Tip 2: Personalize

Tip 3: In Context is Key

• Stop asking them to go to multiple portals.

• Provide it on-demand. • In context: before, during

and after sales calls

Tip 4: Part of Their Workflow

• Cross-device and platform (responsive) • If you have a strong CRM sales culture (or want to

be), then add to this workflow.

See MobilePaks Guided Selling module. Visit salesforce.com, MS Dynamics or Oracle app marketplaces to find more.

Tip 5: Centralize and Keep Current

• Maintain seller confidence that this is their

trusted source • Synch with other content repositories to save

time manually updating

Tip 6: Extra! Get feedback. Incorporate feedback and analytics. It’s a lot easier than it was five years ago.

Behavior tracking

Use, feedback, competency and top performers

Revenue metrics Pipeline velocity and quota achievement

Content ROI Know which assets make a difference

Key Take-Aways

On-demand support has become table stakes for empowering a workforce today.

On-demand support is key to improving sales effectiveness and productivity.

You can’t just give them a bunch of data sheets and whitepapers. Support them in a way they can easily access, digest and apply.

Questions? marketing@mobilepaks.com

Upcoming webinars: • Guided Selling 101: April 22, 10 AM PT / 1 PM ET

• Get ‘Em Where They Live: Sales Playbooks in the CRM: May 7, 10 AM PT / 1 PMG ET

Sign up at www.mobilepaks.com/events-webinars Free resources: www.mobilepaks.com/resources Follow us: @mobilepaks and @chaninballance