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The inspiration behind the company? “…that sales training is the most critical of a corporation’s processes.” Now that’s the sort of passion any sales exec needs when building a program to enhance skills.
Sara Branch, Principle Consultant for SJB Consulting starts with that conviction and adds science, discipline and a process to a field long-tied to subjective analysis. “Our brains are amazingly complicated. We think we know something, but in reality need regular skill assessments to make sure.” In other words do a gap analysis; then close the skill gap.
Easier said than done… First of all, the key skills need to be clearly identified, followed by regular measurement of proficiency. With that in place, a firm basis for continuous improvement is established. A direct tie back to performance evaluation and compensation is in order as well according to Branch.
She also talked about the “ADDIE” model. That’s Analysis, Development, Delivery, Implementation, Evaluation. She bemoans the fact that evaluation – the most critical step often doesn’t get done. Why? Simply put, because it’s hard!
Moving along, our discussion on intelligently using technology got particularly interesting. She clearly describes how to use things like Skype, WebEx and other tools to not only identify training requirements, but also to develop and deliver educational modules; extending even to the actual sales process itself.
And the success stories! You need to hear this interview to get the full picture of how the theory plays out in the real world.
Listen, pick up a few insights and then give Sara Branch of SJB Consulting a call at 404-310-3678 or send an e-mail to sarajb53@gmailcom …especially if you’ve got a large, dispersed sales force and lots of information to disseminate to the team.
