Sales Track Introduced to Trainers
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Dallas ASTD held their annual Southwest Learning Summit and Exposition at the Plano Centre on August 9. As well as featuring vendors at the expo, the summit offers a variety of presentations for training and development professionals in leadership areas or technical capabilities, such as learning management systems, social media, or e-learning. This year the summit also featured a sales training track with three experts giving hour-long presentations.
“The Key Performance Levers that Drive Breakthrough Sales Results”, presented by Mike Kunkle of Insphere Insurance Solutions explained the need to identify the knowledge, skills, behaviors and conditions that truly drive high-performance in a sales organization. In this presentation, attendees learn to identify these performance levers; build training around best practices; align the processes, systems, tools and policies that support the levers; and engage sales management to reinforce them.
Diana Monk of Time Warner Cable shared company experiences in “Coaching - The Ultimate Sales Performance Tool. Their combination of e-learning, instructor-led training and refreshers on the right skills and ongoing coaching has resulted in significantly improved sales performance for the organization.
“Accelerating Sales Training Design Through Outcome-Based Activity Choices”, presented byJeanine O'Neill-Blackwell of 4MAT4Business. The presenter shared a four-part model for defining learning outcomes so that targeted learning interventions for sales representatives can be successfully selected and implemented quickly for maximum results with their potential customers.
At the end of each presentation of the sales training track, the attendees were given a copy of the new book The Sales Messenger: 10 Lessons for Sales Success in Your Business and Personal Lives by Mary Anne Davis. Mary Anne Davis is the President and Founder of the Dallas-based training company, Peak Performance Solutions. The book is a culmination of her experience as a record salesperson and effective sales trainer. It is also a practical, informative book that can benefit anyone—because everybody is selling something in one form or another.
The Southwest Learning Summit and Exposition offered by the Dallas chapter of the American Society for Training and Development (ASTD) is held each year in August. To find out more about this special event, watch the dallasastd.org website
