Launching a corporate sales training initiative? You'll be sailing into a strong headwind, with two currents of gathering strength. One is the poor ROI on traditional classroom-style classroom training -- a learning mode many firms are divesting in; the second is the force of change buffeting sales organizations. Selling models, sales force structures, and product portfolios change much more often than they used to. Chances are any long term training initiative will be outdated before its delivered.
These forces present learning challenges that technology-focused solutions are now addressing. These challenges include delivering training in real time, in small portions, at critical moments; adapting training to fast-changing selling environments; and focusing learning investments on changing behavior -- not just delivering content.
In this panel presentation and discussion, technology's role in reshaping sales learning investments is examined from three perspectives: How firms diagnose learning priorities; how sales organizations deliver training content, and apply it to changing critical selling behavior; and how sales organizations can leverage information to drive awareness and accountability for achieving learning objectives.
Panelists:
- Justin Lane, Director, Strategy Services, OpenSymmetry
- Steve Potts, Vice President, Callidus Software
- Bob Sanders, COO, AXIOM Sales Force Development
- Dan Strunk, Executive in Residence, Center for Sales Leadership, DePaul University
