How to create millennial friendly sales readiness program
Download as PPTX, PDF2 likes1,027 views
This document discusses how to create effective millennial-friendly sales readiness programs. Traditional sales training programs often fail due to low adoption rates and high information retention rates. Effective programs are gamified, engaging, delivered in bite-sized formats, incentivize learning, and are available on-demand and ongoing. Couchbase achieved a 96% completion rate for internal sales training within 30 days using these techniques. The presentation recommends gamifying content, sharing bite-sized information, providing incentives, making content accessible on-demand, and reinforcing learning continually to improve sales training programs.
How to create millennial friendly sales readiness program
- 1. How To Create Millennial Friendly Sales Readiness Program @mindtickle #MTWEBINAR 1
- 2. @mindtickle #MTWEBINAR Meet your host 2 Dhruv Markandey Vice President, Customer Success, MindTickle
- 3. @mindtickle #MTWEBINAR 3 A Purpose Built Platform that Powers End to End Sales Readiness Trusted by the best sales teams: Couchbase, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec, and more!.
- 4. @mindtickle #MTWEBINAR Agenda 4 Agenda for today ○ Discuss the state of sales training ○ Understand why sales training programs fail ○ Know how to create sales training programs that work
- 5. @mindtickle #MTWEBINAR Meet our guest 5 Peter Childers Vice President, Learning and Strategy Development, Couchbase Peter is VP of Learning and Strategic Development at Couchbase, the leading commercial-scale NoSQL database. He is responsible for developing and implementing effective learning strategies and services for customers and partners as well as internal sales and employee enablement, to empower and enable them to get the most out of Couchbase.
- 6. What We Will Be Talking About @mindtickle #MTWEBINAR 6 General Industry Trends in Sales Training
- 7. @mindtickle #MTWEBINAR State of the Industry 7 Sales reps in an organisation do not achieve quota Companies spend $20 Bn on traditional sales training programs every year 50 % $ 20B 66% 66% of sales reps aren’t convinced that sales training helps them perform
- 8. Why sales training program fail ? @mindtickle #MTWEBINAR 8 On average, 50% of information from sales training is lost in 5.1 weeks ● Average adoption rate of a learning program is 30%* ● 50% of the information from a sales training event is lost in 5 weeks** *Source: Report by Training Industry **Source Sales Performance International Major factors affecting success of sales training programs are:
- 9. @mindtickle #MTWEBINAR 9 1 2 Adoption Rate Retention Rate Reasons why Sales Training programs fail
- 10. What We Will Be Talking About @mindtickle #MTWEBINAR 10 How to create sales training programs that work?
- 11. EFFECTIVE SALES TRAINING CONTENT IS ● GAMIFIED @mindtickle #MTWEBINAR 11
- 12. EFFECTIVE SALES TRAINING CONTENT IS ● Gamified ● ENGAGING @mindtickle #MTWEBINAR 12
- 13. IS ● Gamified ● Engaging ● Bite-sized @mindtickle #MTWEBINAR 13 Bite Sized learning makes the transfer of learning 17% more efficient. Bite Sized learning improves user engagement by 50%. Learning in stretches of 3-7 minutes matches the working memory capacity. Bite Sized learning courses can be produced in 300% less time. EFFECTIVE SALES TRAINING CONTENT
- 14. IS ● Gamified ● Engaging ● Bite-sized ● INCENTIVE BASED @mindtickle #MTWEBINAR 14 EFFECTIVE SALES TRAINING CONTENT
- 15. EFFECTIVE SALES TRAINING CONTENT IS ● Gamified ● Engaging ● Bite-sized ● Incentive based ● ON-DEMAND @mindtickle #MTWEBINAR 15
- 16. IS ● Gamified ● Engaging ● Bite-sized ● Incentive based ● On-demand ● ONGOING @mindtickle #MTWEBINAR 16 EFFECTIVE SALES TRAINING CONTENT
- 17. Results achieved at Couchbase @mindtickle #MTWEBINAR 17 Internal - Sales Enablement: ● 90 sales and field technical personnel ● 96% completion rate within 30 days External - Technical Developers: ● 9,000+ learners ● 16,000+ courses taken ● 47% completion rate
- 18. Actionable steps to improve adoption and retention of training programs: ● Gamify the content to keep your reps engaged throughout the training. ● Share bite-sized information to help reps absorb the information effectively. ● Incentivise reps to keep them involved and motivated. ● Make the content available on-demand to help reps access it at their own convenience. ● Reinforce continually to improve knowledge retention. @mindtickle #MTWEBINAR 18 Summary
- 19. @mindtickle #MTWEBINAR Where to find more Sales Enablement best practices 19 To learn best practices from leading sales enablement teams checkout www.mindtickle.com/sales-enablement-resources Learn more about onboarding, coaching, training and certifications from our knowledge center. Listen to sales enablement professionals sharing best practices and solutions to common enablement challenges. Watch sales and sales enablement leaders sharing growth hacks and tips from personal experiences in hyper growth organizations Ebooks and Whitepapers Sales Excellence Podcast Live and On- Demand Webinars
- 20. @mindtickle #MTWEBINAR 20 Thank you! For any questions reach out to us at /peterchilders /dhruv- markandey
- 21. @mindtickle #MTWEBINAR A comprehensive Sales Readiness platform for inside sales, field sales, and partner enablement — Onboard. Coach. Reinforce. Update. Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment. www.MindTickle.com 21