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Winning Business: Making Sales Training Part of the Sales Enablement Engine

  • Wednesday, July 24, 2013
  • 12:00 PM - 1:00 PM
  • Webinar


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Winning Business: Making Sales Training Part of the Sales Enablement Engine


Program Description:

Do you work in sales training? Do you take a performance approach but still wonder whether your training really impacts sales? I did too. And, then in 2011 my sales training team became part of sales operations and were able to take our performance approach to the next level to help win business. Come learn some of my training and performance best practices to help your company win business:

  • Partner with your sales operations department. When you receive a request for sales training, your first step should be to talk with your partners in sales operations to understand the performance issue and contributing factors.
  • Leverage the sales process in your analysis. Focusing on what sales and account management people need to be able to “do” is key to success in training. The sales process is the natural fit for this information. Start with the stages of the sales process and identify how sales people move from one stage to another – understand what needs to change here.
  • Immerse yourself in sales planning and analytics. Understand the activities and metrics that your sales leaders measure to gauge performance. Spend time understanding leading and lagging metrics and how they are indicators of performance. Before any training solution is deployed, get agreement on what metrics will change, by how much, and how you’ll measure that change.

Date:   Wednesday July 24th, noon - 1pm

Location:   Your computer


Investment:   Member $10.00, Non-Member $20.00, All-Inclusive Member - FREE


Speaker bio:

Katica Roy is currently a Program Manager at Intrepid Learning Solutions, an award-winning learning and performance consulting group, where she leads large scale learning projects and project teams.

Prior to Intrepid, Katica was the senior manager of curriculum management at Kaiser Permanente. In this role, she had responsibility for leading an enterprise-wide curriculum team for Kaiser Permanente’s sales training department.

While at Kaiser Permanente, Katica was recognized in 2008 by Training Magazine as a Top Young Trainer (40 under 40 learning leader in the United States). As well, in 2006 her product curriculum program was recognized by Training Magazine as the Best Self-Direct Learning Program and received an Honorable Mention from Bersin & Associates in their 2006 Learning Leaders Awards.

Katica holds a B.A. in Political Science, with a Legal Studies Emphasis, from the University of San Francisco as well as a M.A. in Education (Instructional Design and Adult Learning) from the University of Colorado at Denver.

Katica has presented at a number of conferences including Training Leadership Summit 2009 and Training 2007 and 2009 conferences and has been published by T+D magazine and the Performance Improvement Journal.

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