Educating The Next
Generation of Your Sales
Organization
Emily Payne
Enablement Program Lead
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Let me tell you a story...
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Sales is complex
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How do you get
inexperienced sales reps
to do the complex?
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How do you get
inexperienced sales reps
to do the complex?
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Creating Your Own
Sales Academy Program
Agenda
Program Design & Structure
Finding the Right Participants
Incentivizing the Right Behaviours
Lessons Learned
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Timeline
Design & Structure
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Timeline
Cohort Model
Design & Structure
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Timeline
Cohort Model
Compensation
Design & Structure
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Timeline
Cohort Model
Compensation
Learning Opportunities
Design & Structure
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New Grads vs. Experienced
Finding the Right Participants
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New Grads vs. Experienced
Community Engagement
Finding the Right Participants
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New Grads vs. Experienced
Community Engagement
The Application Process
Finding the Right Participants
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Learning vs. Winning
Incentivising the Right Behaviour
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Learning vs. Winning
Individual & Team Rewards
Incentivising the Right Behaviour
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Learning vs. Winning
Individual & Team Rewards
Reward with Opportunity
Incentivising the Right Behaviour
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Org Wide Commitment
Lessons Learned
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Org Wide Commitment
Leadership Buy In
Lessons Learned
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Org Wide Commitment
Leadership Buy In
Full Time vs. Contract
Lessons Learned
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Org Wide Commitment
Leadership Buy In
Full Time vs. Contract
What’s Out of Your Control?
Lessons Learned