Senior Director Sales Training Division Mitch Bardwell Learning: Re-Imagined.
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Transcript of Senior Director Sales Training Division Mitch Bardwell Learning: Re-Imagined.
Senior Director Sales Training DivisionSenior Director Sales Training Division
Mitch BardwellMitch Bardwell
Learning: Re-Imagined
AgendaAgendaAgendaAgenda
Sales Training & Measurement for Canon’s Distribution Channels Sales Force
• Canon authorized Independent Dealer sales people
• What’s the content• How do we measure
• Canon Business Solutions (subsidiary) new hire sales people
• What’s the content• How do we measure
Independent Dealer ChallengeIndependent Dealer ChallengeIndependent Dealer ChallengeIndependent Dealer Challenge
• Train Authorized Canon Dealers Sales People on:• Sales Skills• Product/Applications• Technology
• 240 dealers
• 4,000 sales people
Delivery MethodsDelivery Methods Delivery MethodsDelivery Methods
• Web-Based Training (WBT)
• Instructor-Led (ILT)
• Learning Zone LIVE (LZL) – A scheduled online instructor-led
training session where both the Instructor and Participant interact in real-time through the use of computers linked to a network or the internet.
• Also Available – Assessments, Tutorials, Reference Materials, Walkthroughs
Types of ContentTypes of ContentTypes of ContentTypes of Content
• Product / Application• Over 150 Web-based and Instructor-Led programs • Covering Canon’s B&W and Color digital imaging products and services.
• Technology• Digital Imaging Communications Workshop• CDIA +
• Sales Skills• 20 Self-Paced Skillsoft Courses• Buyer Approved Selling Workshop• Demonstration Skills Workshop• SPIN Selling
Canon Learning Canon Learning Zone SurveyZone Survey
•QuestioQuestion 4n 4
Subjects you have taken advantage of Subjects you have taken advantage of in the last 6 monthsin the last 6 months
Imaging Industry Sales Technology
Vertical Markets
43%43% 81%81% 63%63% 39%39%
The Best of Topic Selection
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Lanier
Kyocera Mita
Ricoh
Konica
Sharp
Canon
Man
ufa
ctu
rers
Percentage
Sales Managers
Sales Representatives
The Best of the Following ElementsThe Best of the Following Elements
The Best of Content Quality
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Lanier
Xerox
Ricoh
Konica
Sharp
Canon
Man
ufac
ture
rs
Percentage
Sales Managers
Sales Representatives
The Best of the Following ElementsThe Best of the Following Elements
The Best of Presentation of Content
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Lanier
Ricoh
Konica
Sharp
Canon
Man
ufac
ture
rs
Percentage
Sales Managers
Sales Representatives
The Best of the Following ElementsThe Best of the Following Elements
Sales Productivity Boosted by 25% Sales Productivity Boosted by 25% Sales Productivity Boosted by 25% Sales Productivity Boosted by 25%
10.5%
18.1%
16.2%
55.2%
5% Increase
10% Increase
15% Increase
25% or MoreIncrease
55% said it boostedtheir sales by 25%
(6 or More Courses Completed or 2 or More Visits a Month)
Canon Business Solutions Challenge…Canon Business Solutions Challenge…Was Understanding the Business ProblemWas Understanding the Business Problem
Canon Business Solutions Challenge…Canon Business Solutions Challenge…Was Understanding the Business ProblemWas Understanding the Business Problem
Business ProblemBusiness ProblemBusiness ProblemBusiness Problem
High Turnover
of Account Representatives
at Canon Business Solutions
Increased Recruiting
Costs
Lost Revenue
andMarket Share
Branches Not Fully Staffed
Missed Quota
Targets
Key Turnover FactorsKey Turnover FactorsKey Turnover FactorsKey Turnover Factors
New HireTraining
Recruiting
Sales Management
Compensation
Vision – Lifetime Training ProgramVision – Lifetime Training Program
Delivered by Mr. Riochi Bamba July 2006Delivered by Mr. Riochi Bamba July 2006
Vision – Lifetime Training ProgramVision – Lifetime Training Program
Delivered by Mr. Riochi Bamba July 2006Delivered by Mr. Riochi Bamba July 2006
RecruitRecruit Classroom Classroom TrainingTraining
Field Field TrainingTraining
Sales Rep Sales Rep Level ILevel I
Sales Rep Sales Rep Level IILevel II
Level Up Level Up TrainingTraining
Level Up Level Up TrainingTraining
Sales Rep Sales Rep Level IIILevel III
Manager Manager TrainingTraining
Sales Sales ManagerManager
30 Days30 Days 30 Days30 Days 4 Months4 Months 1 Week1 Week
GoalsGoalsGoalsGoals
•Level ILevel I
•Level IILevel II
•Level IIILevel III
Sales Foundations ProgramSales Foundations Program
•Months as CBS Sales Rep
1 2 3 4 5 6 7 8 9 10 11 12
Sales Rep Level II
Sales Rep Level II
Sales Rep Level III
Sales Rep Level III
Sales Rep Level I
Sales Rep Level I
Sales Rep Job ExpectationsSales Rep Job ExpectationsYear OneYear One
Sales Rep Job ExpectationsSales Rep Job ExpectationsYear OneYear One
Level ILevel ISmall Business Customers; Telemarketing;Small Business Customers; Telemarketing;
Basic Sales Skills; Core Products/TechnologiesBasic Sales Skills; Core Products/Technologies
Level IILevel IIMid-Sized Businesses Mid-Sized Businesses
Customers; Customers; Multi-Product Multi-Product SalesSales
Level IIILevel IIIOpportunities to Sell Opportunities to Sell
Deeper into Accounts:Deeper into Accounts:Advanced Sales SkillsAdvanced Sales Skills
Sales Foundations LevelsSales Foundations LevelsSales Foundations LevelsSales Foundations Levels
ImplementationImplementationImplementationImplementation
Canon Business Solutions
CUSA ISG Sales Training
Reduction in TurnoverReduction in TurnoverReduction in TurnoverReduction in Turnover
78% Reduction inAccount Representative
Turnover!
78% Reduction inAccount Representative
Turnover!
Reduction in Turnover CostReduction in Turnover CostReduction in Turnover CostReduction in Turnover Cost
$3,195,000 Reduction inTurnover Costs!
$3,195,000 Reduction inTurnover Costs!
•* Based on $45,000 per Employee
Average Percentage of QuotaAverage Percentage of QuotaAfter 6 Months on the JobAfter 6 Months on the Job
Average Percentage of QuotaAverage Percentage of QuotaAfter 6 Months on the JobAfter 6 Months on the Job
236% increasein Quota Results!
Thank YouThank YouThank YouThank You
Questions…