How to create millennial friendly sales readiness program

How To Create Millennial Friendly Sales Readiness

Program

@mindtickle #MTWEBINAR 1

@mindtickle #MTWEBINAR

Meet your host

2

Dhruv MarkandeyVice President, Customer Success, MindTickle

@mindtickle #MTWEBINAR 3

A Purpose Built Platform that Powers End to End Sales Readiness

Trusted by the best sales teams:Couchbase, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec,

and more!.

@mindtickle #MTWEBINAR

Agenda

4

Agenda for today

○ Discuss the state of sales training

○ Understand why sales training programs fail

○ Know how to create sales training programs that work

@mindtickle #MTWEBINAR

Meet our guest

5

Peter ChildersVice President, Learning and Strategy Development, Couchbase

Peter is VP of Learning and Strategic Development at Couchbase, the leading commercial-scale NoSQL database. He is responsible for developing and implementing effective learning strategies and services for customers and partners as well as internal sales and employee enablement, to empower and enable them to get the most out of Couchbase.

What We Will Be Talking About

@mindtickle #MTWEBINAR 6

General Industry Trends in Sales Training

@mindtickle #MTWEBINAR

State of the Industry

7

Sales reps in an organisation do not

achieve quota

Companies spend $20 Bn on traditional

sales training programs every year

50 %

$ 20B 66%

66% of sales reps aren’t convinced that sales training helps

them perform

Why sales training program fail ?

@mindtickle #MTWEBINAR 8

On average, 50% of information from sales training is lost in 5.1 weeks

● Average adoption rate of a learning program is 30%*

● 50% of the information from a sales training event is lost in 5 weeks**

*Source: Report by Training Industry**Source Sales Performance International

Major factors affecting success of sales training programs are:

@mindtickle #MTWEBINAR 9

1

2

Adoption Rate

Retention Rate

Reasons why Sales Training programs fail

What We Will Be Talking About

@mindtickle #MTWEBINAR 10

How to create sales training programs that work?

EFFECTIVE SALES TRAINING CONTENT

IS● GAMIFIED

@mindtickle #MTWEBINAR 11

EFFECTIVE SALES TRAINING CONTENT

IS● Gamified

● ENGAGING

@mindtickle #MTWEBINAR 12

IS● Gamified

● Engaging

● Bite-sized

@mindtickle #MTWEBINAR 13

Bite Sized learning makes the transfer of learning 17% more efficient.

Bite Sized learning improves user engagement by 50%.

Learning in stretches of 3-7 minutes matches the working memory capacity.

Bite Sized learning courses can be produced in 300% less time.

EFFECTIVE SALES TRAINING CONTENT

IS● Gamified

● Engaging

● Bite-sized

● INCENTIVE BASED

@mindtickle #MTWEBINAR 14

EFFECTIVE SALES TRAINING CONTENT

EFFECTIVE SALES TRAINING CONTENT

IS● Gamified

● Engaging

● Bite-sized

● Incentive based

● ON-DEMAND

@mindtickle #MTWEBINAR 15

IS● Gamified

● Engaging

● Bite-sized

● Incentive based

● On-demand

● ONGOING

@mindtickle #MTWEBINAR 16

EFFECTIVE SALES TRAINING CONTENT

Results achieved at Couchbase

@mindtickle #MTWEBINAR 17

Internal - Sales Enablement:

● 90 sales and field technical personnel

● 96% completion rate within 30 days

External - Technical Developers:

● 9,000+ learners

● 16,000+ courses taken

● 47% completion rate

Actionable steps to improve adoption and retention of training programs:

● Gamify the content to keep your reps engaged throughout the training.

● Share bite-sized information to help reps absorb the information effectively.

● Incentivise reps to keep them involved and motivated.

● Make the content available on-demand to help reps access it at their own convenience.

● Reinforce continually to improve knowledge retention.

@mindtickle #MTWEBINAR 18

Summary

@mindtickle #MTWEBINAR

Where to find more Sales Enablement best practices

19

To learn best practices from leading sales enablement teams checkout www.mindtickle.com/sales-enablement-resources

Learn more about onboarding, coaching, training and certifications from our knowledge center.

Listen to sales enablement professionals sharing best practices and solutions to common enablement challenges.

Watch sales and sales enablement leaders sharing growth hacks and tips from personal experiences in hyper growth organizations

Ebooks and Whitepapers

Sales ExcellencePodcast

Live and On-Demand Webinars

@mindtickle #MTWEBINAR 20

Thank you!

For any questions reach out to us at

/peterchilders

/dhruv-markandey

@mindtickle #MTWEBINAR

A comprehensive Sales Readiness platform for inside sales, field sales, and partner enablement — Onboard. Coach. Reinforce. Update.

Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.

www.MindTickle.com

21