CHALLENGER IN A VIRTUAL WORKPLACE · Source: Hermann Ebbinghaus. Lapsed time since learning: None....

CHALLENGER IN A VIRTUAL WORKPLACE

2© 2020 Challenger Performance Optimization, Inc.

In times of increased complexity, sellers must deliver a purchase experience that engages customers, reframes status quo thinking, and creates demand for their company’s solution.

A CRITICAL MOMENT FOR SALES LEADERS

Customers still demand unique, valuable perspective on their market and sellers capable of motivating them to take action, above all else. They demand Challengers.

Commercial Insight

Challenger Skills

Customer Mobilizers

Unique perspective

Urgency for action

Buying group consensus

Drivers of Customer Loyalty

Company and Brand Impact

Value-to-Price Ratio

Purchase Experience

53%

19%

19%

9%

Product and Service Delivery


ARE WE PREPARED?

Challenger asked a cross-section of commercial leaders to rate their ability to perform certain sales-related tasks virtually.

(n = 59; survey respondents hold a variety of commercial roles (33% are SVPs of Sales or higher); this data was collected across 3 days, March 3 to 6, 2020)

Ability to train sellers virtually…

10.5%Weak – Very

Weak

19.3%Somewhat

Weak22.8%Somewhat Strong

Ability to close business virtually…

11%Weak-Very

Weak

21.7%Somewhat

Weak

27.3%Somewhat Strong

40%Strong – Very Strong

47.4%Strong – Very Strong


Business disruptions are often transformative. This one is transforming the way we train, develop, and coach our sellers.

ADAPTING TO DISRUPTION


If new information isn’t applied, we forget about

75% of it after just six days.

BEWARE THE ‘POINT-IN-TIME’ TRAINING TRAP

Over 100 micro-learning courses for quick tips and tricks

A lesson for every sales scenario you’ll encounterGamification to

motivate learners

‘THE FORGETTING CURVE’

Source: Hermann Ebbinghaus

Lapsed time since learning: None Retention

20 minutes

1 hour

9 hours

1 day

2 days

6 days

31 days

58%

44%

36%

34%

28%

25%

21%

100%

The truth is…

Many virtual learning and online training courses offer ‘point-in-time’ training that fails to stick.


FOUR VIRTUAL LEARNING IMPERATIVES

Blended Instruction

Spaced Repetition

Lean Learning Coaching

Effective virtual learning guards against ‘point-in-time’ training pitfalls by focusing on four imperatives.

Laser-focus with rapid

internalization

Time between learning for

durable retention

Expert feedback delivered in

real-time

Combines instructor and

self-led learning


CHALLENGER™ VIRTUAL CLASSROOMThe intensive, in-person Challenger training experience, delivered in a virtual workplace.

Blended Instruction Spaced RepetitionTime between learning for durable retention

Combines instructor and self-led learning

Lean Learning CoachingLaser-focus with rapid

internalizationExpert feedback

delivered in real-time


CHALLENGER™ VIRTUAL CLASSROOM

Expert Challenger Advisors provide dynamic virtual coaching to immediately reinforce learning and provide feedback.






ELEARNINGVirtual Course

APPLICATIONGuided Practice

FEEDBACK Synthesis and Support



Courses are built around the principle of ‘spaced repetition’ to ensure appropriate time between lessons for durable retention of concepts and skills.






Mon Tues Wed Thurs Fri



A ‘lean learning’ process helps learners internalize, apply, and receive feedback on newly learned concepts before layering on new ones.






Learn

ApplyCoach

Repeat



Expert Challenger Advisors provide dynamic virtual coaching to immediately reinforce learning and provide feedback.






Virtual Coaching from Challenger Advisors

• Recent leaders of elite sales teams

• Deep Challenger Implementation expertise

• Decades of practical experience


VIRTUAL CLASSROOM COURSE OFFERINGS

AVAILABLE COURSES

• Challenge Yourself • Sales professionals to learn and practice the core Challenger sales skills to disrupt the customer status quo in

their favor.

• Deal Accelerator• Teams of sales professionals and their managers roll up their sleeves and focus on applying Challenger skills to

specific deals in order to “unstick” them.

• Activating Customer Mobilizers • Sales professionals learn to identify the stakeholders who are most likely to drive change in a buying group and

then coach these stakeholders to progress opportunities in the pipeline.

• Coaching to Challenger• Front-line Sales Managers explore sales coaching best practices and learn valuable frameworks for coaching

interaction preparation and facilitation along the way.

• Commercial Teaching and the Sales Conversation (COMING MAY 2020)• Sales professionals refine the skill of Commercial Teaching, focusing on key competencies such as disrupting

the status quo, creating demand and making a case for change.

WISDOMTO WIN

© 2020 Challenger Performance Optimization, Inc.

Contact us to learn more today:[email protected]

mailto:[email protected]

CHALLENGER IN A VIRTUAL WORKPLACE · Source: Hermann Ebbinghaus. Lapsed time since learning: None....

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