Presentation is loading. Please wait.

Presentation is loading. Please wait.

10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Challenge: Rolling out a new sales methodology to move from push/pitch selling to consultative.

Similar presentations


Presentation on theme: "10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Challenge: Rolling out a new sales methodology to move from push/pitch selling to consultative."— Presentation transcript:

1

2 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Challenge: Rolling out a new sales methodology to move from push/pitch selling to consultative selling requires a complete sales force behavior change. How can we embed the new methodology in daily work and ensure adoption of desired behavior? How can we encourage top sellers to change their behavior when they are already successful? How do we overcome fear and other obstacles for achieving our goals? How do we measure success?

3 Ericsson 40 % of all mobile phone calls passes through our systems employees Global with presens in 180 countries 10 regions with a large mandate

4 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #1: Anchoring with Top Management

5 Sales Methodology A phased implementation within regions Phase one - Awareness Regional Mgmt meeting Regional Pilot Regional Executive event Phase two - Train SPIN Selling Sales Opportunity Creation Phase three - Embed Coaching in SPIN and SOC Reinforcement Secure stickiness Regional assessment Awareness 2 month Training 3 – 12 month Embedment > 12 month Assessment A behavior change is required

6 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #2: Pilots to create Buy-in

7

8 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #3: Structured communication to create buzz

9 Communication CEO video CMO video Generic Communication Packages Learning collaboration tool Sales Methodology homepage Communication

10 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #4: Integrate method into existing Ways of working and sales tools

11 Sales Methodology vs Sales Process Lead generation Method – How? Process Mandatory Activities – What? BBTS Upside Review KIA Qualify Sales Opportunity Create Proposal Close Deal Contract Handshake Contract Mgmt Value Creation / Create Opportunity SDP1 SDP2 SDP3 Sales Methodology Effectiveness Efficiency Sales Process

12 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #5: Coaching is KEY

13 PRODUCTIVITY IMPACT OF TRAINING COMBINED WITH COACHING Combining training with coaching improves returns fourfold relative to training alone 22% 88% Training alone Training and coaching Source: Sales Executive Council research

14 STAR MANAGERS AND THEIR TEAMS Star managers make up roughly the 20% of sales managers whose teams overachieves on a consistent basis. One of the star managers main qualities is that they place greater emphasis on coaching and mentoring their reports. Source: Sales Executive Council research

15 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #6: Assessments

16 ASSESSMENTS Self assessment Virtual assessment of behavior

17 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #7: KPI´s and measurements connected to incentives

18 Line-of-sight SPIN and SOC – measurables (KPIs) Learning Solution Business Objective A Operational Objective 1 Job Performance Objective 1 Learning Objective The Sales Methodology approach is aligned with our Sales & Marketing tools and processes Decreased cost of sales measured by OPEX/NS Increased hit rate per region Shorter sales cycle Increased Customer Loyalty (Result of Thinking of the future in CSR) GROWTH in share of pocket Increased top and bottom line Be regarded as Value provider (Result of Business Partner in CSR) Be able to use the SPIN skills. Measured in assessments and ability to prepare the Call plan and the Key Player Map. Able to complete the Sales Opportunity Creation One pager Increased hit rate for account Be able to identify competitive differentiators and using them efficiently (registered in the SOC One pager) Number of participants per target audience and region Evaluation score not lower than 4.8 (of 6) Level 4 Organizational Results Level 3 Indiv Perf Level 2 Learning Level 1 Satisfaction Included in level 1 evaluation

19 © Ericsson AB 2009 | Ericsson Internal | X (X) | Date COMPETITION Local winners Regional winners Sales Summit – Final winner

20 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #8: Structured implementation

21 The complete package CEO video Head of Sales & Marketing video Communication Packages Ericsson Academy ericoll site Sales Methodology homepage Sales staff Communication Sales process integration MS dynamics integration BU Key deals coaching Coach-the-coach Playbook Assessment Behavior change measurement ACR Manage the opportunity Coach your sales team A B C SPIN Sales Opportunity Creation Coaching Key enablers Handle the sales call Continued focus on embedment

22 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #9:

23 10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Way #10:


Download ppt "10 Ways to Make Sure Training "Sticks" & Leads to Behavior Change Challenge: Rolling out a new sales methodology to move from push/pitch selling to consultative."

Similar presentations


Ads by Google