Learning and Business Goals
13
04/26/22 Tina M. Breslin Hearst Sales Development Director 1
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19-Oct-2014 -
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Business
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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 of Learning and Business Goals
04/07/23
Tina M. BreslinHearst Sales Development Director
1
Goals for today’s meeting What we learned from IBM The Sales Performance Dept. 2009
Goals Value to you Conclusions Recommendations
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
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
More Sales Training?
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!
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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
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Cost effective, powerful and lasting impact!
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
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Solution Selling Model supports Solution Sales Team— creates Value to our Customer
4. Create Sales Coaching Playbook
5.Standardize Job Roles/performance expectations
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
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
Thank you for your support
Tina M. Breslin, Director of Sales Performance
[email protected]; 713-362-2786
04/07/23 13
