help the entire business succeed 2. Fully aligned with Marketing, Sales and Sales Operations 3. Going far beyond a centralized library source 4. Debunking “one and done” mentality - shaping capabilities, developing mindset, transforming organization 5. Drive better conversations
not only Sales but the company as a whole for success • Reshape development - LMS • Concentrate on capabilities not just competence • Cultivate growth mindset Transforming Learning Methods moving away from single skill set improvement • Different learning initiatives in place - CX, tools, products, and more • Balance digital and face-to-face • Move from instruction, to immersion, to introspection* Building Learning Departments to to help employees become peer teachers, guides and coaches. • Foster learning • Measure impact • Tailored learning plans to individuals and business units Source: Rhaul Varma, Sr. Managing Director, Accenture
or Blended Formats • Hard Skills • Mandatory Training • Simple Topics • Durable, Reusable Material • Soft Skills • Ad-hoc Training • Complex Topics • Frequently Changing Material • Time to Revenue • Sales Cycle • Sales Funnel Transition Rates • Content • Average Win Rate • Content Product Mix Metrics Shift the mindset away from training and onboarding, etc., and begin working closely with first-line managers, internal lines of business, and executive sales leaders to associate sales enablement metrics with sales success. Revenue Generator
1 • Concentration on Sales Training & Execution • Development of Training Materials • Cross Team Collaboration • Strategic & Team Alignment Level 4 • Measuring Success • Audit Information & Update • Lead Conversations - Strategic Involvement vs. Service Function Level 2 • Design and Architect Training Pathways (LMS) • Engaging with Customer Facing Roles & Responsibilities • Execution of Core Programs • Face-to-Face Events Level 3 • View into Account Data (ABM) • Continued Education on Customers, Sales Tech Stack Tools • Learning Metrics - Benchmark & Grows • Multidisciplinary to Product, Marketing & Sales Ops
marketing alignment and knowledge transfer, essentially leading to alignment within a company, allowing for everyone to better do their jobs. • Ultimately looking for ways to break the traditional sales mold and innovate the sales process to be more efficient & effective.