Sales Force Development
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Sales Training at Canon
Training demand at Canon has changed
dramatically since its products took a radical
evolution. For years, Canon copiers were stand-alone
systems, which required less formal training for the
salespeople to support. With the advent of digital
networked systems, Canons product line became
immediately and exponentially more complex. Find out
how they helped arm and equip the sales team for
these changes.
- A quick review of what works, what doesn't in a
fast moving firm
- What to do when instructors cannot be copied
- Market changes and increased competition
- Could not train their sales teams fast enough to
keep up
- Months waiting to train sales force, sales
suffered
- Web based training with bandwidth dilemmas
- New strategy required to resume growth and regain
competitive edge
- Detailed analysis of current process and new
process
- Find out how successful a web based training
initiative was
- Learn effective strategies to train your sales
force online
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This product part of our Sales Training
Drivers bundle of premium content. The content
is available
electronically for downloadable as .pdf file. Please
be advised that this is part of the premium content.
You will have unlimited access to the product during
the term of your membership.
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Beyond Sales Training
A successful manufacturer found its sales
training curriculum was growing at a time when the
sales force had less time to attend classes. Rather
than simply try to squeeze more training in less
time, the training/medical education group decided
to start from scratch, and design sales training
from the ground up. This performance-based approach
led to a breakthrough in job-design for the sales
trainers and improved career development, training,
and the way the implemented a learning organization
approach. Find out how they did it.
Check it out!
Preview sample content!
Content Includes:
- Case Study with recommendations and
action steps
- Large manufacturer
- Learn how they trained new hires and updated the sales team with product technologies
- Sales Managers got more sales people making
calls, with less time in training
- Discover how they overcame the struggle between management and sales
training/learning and development
- Find out about their fundamental overhaul of sales
training and development required
- Find out how they created new job models and
sales competencies
- Find out what steps were put into place for
lasting change
- Determine what it took to be successful, and
how management finally amenable to this type of
long-term approach
only $25.00!
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This product is an
electronic, downloadable .pdf file. Please be
advised that you have a 24-hour window to download
this product after completing your purchase, and
only one download per purchase is permitted.
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Leveraging the Intellectual Capital of Sales
Trainers
Our biggest challenge in sales training is to
capture the trainers knowledge so it can be
leveraged in multiple settings. The focus of this
case study is to report what we have done to
identify the known intellectual capital, implement
the programs and processes to enhance the
intellectual capital, and put processes in place to
monitor the Level 1, Level 2, and Level 3 metrics.
Rethinking training in terms of intellectual capital
was a strategy that helped
us make a qualitative leap. Similar strategic
changes can be applied to other elements of sales
training, particularly ongoing sales rep training,
sales management training, product release training,
sales leadership training, and sales
recertification. The concepts and processes of
intellectual capital helped us to get out of the
same old, same old syndrome, and onto a more
efficacious, customer-focused path.
Check it out!
Preview sample content!
Content Includes:
- Case Study, a Johnson & Johnson
Company
- How to capture knowledge and package into training
- Rethink training in terms of intellectual
capital
- Will redesign of this training concept help make
more sales?
- Review new programs and processes
- How to effectively monitor improvements
- Was the timing right?
- Bundling intellectual capital for
success
- Get this process improvement blueprint and apply
it to your business today
only $25.00!
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This product is an
electronic, downloadable .pdf file. Please be
advised that you have a 24-hour window to download
this product after completing your purchase, and
only one download per purchase is permitted.
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