Summit US Sessions SES_Sales Learning and Earning The Multiplier Effect

Sales Learning and Earning: Achieving the Right Balance

Tuesday May 7, 2019 | 2:35 PM - 3:15 PM

Speaker(s):  Nancy Maluso

Focus: Adopt, Operationalize

Priorities: Sales Onboarding; Ongoing Learning and Devleopment

Sales enablement needs to deliver knowledge that helps salespeople develop their skills and apply them correctly. The challenge is forging a strong connection between what sales enablement is teaching and how this knowledge can actually be used in sales situations. In this presentation we present a framework that allows sales enablement to align the information that it teaches with the customer interactions that sales is expected to execute on.

For sales and marketing:

  • Insights into the challenges and benefits of traditional and activity-driven learning
  • A new way to approach the construction of rep ongoing development
  • An overview of the tech stack that facilitates activity based learning