Program Planning and Configuration
Before launching any actual training, a program planning and configuration phase typically is required to ensure that sales goals and objectives are understood, and that the overall training plan is aligned with organizational roles and competency levels. Program planning and configuration includes the following activities and deliverables:
Continual Learning Program Kick-off
SPI will work with Client to prepare program kickoff messaging that would precede execution of the planning and configuration steps. SPI and client will produce a document/presentation that include items such as:
- Business goals and objectives
- Operational initiatives in place or planned to support goals
- High-level program details and sample timeline of initial events
- Introduction to the SPI team
Sales Process Design
SPI will design and/or validate one sales process (map) which will lay the groundwork for training curriculum, reinforcement and measurement. A Sales Process Map which reflects the customer buying process, high-level sales steps, sales activities per step, verifiable outcomes per step, and milestones/yield percentages per step. As relevant, mapping of roles, responsibilities, sales tools and technology per step may be included.
Sales Tools Tailoring
SPI will work with Client to tailor Solution Selling® Sales Execution sales tools. The examples are centered on a “solution” and common selling scenario. SPI will make available to participants one set of tailored sales tools around a common selling scenario. The set of tools can be used to supplement training. Sets typically include about 10 – 15 tailored tools such as:
Key Players List, Account Profile, Pain Chain®, Business Development Prompter, Reference Story, Value Proposition, Pain Sheets®, Sponsor Letter, Power Sponsor Letter, Evaluation Plan, Success Criteria, Negotiation Worksheet, etc. The tools will be inserted into the Instructor-Led Workshop materials.
Client-Specific LearnCenter Portal
SPI will provide access to a private, enterprise LearnCenter on SPI’s Learning Management System (LMS). SPI will help configure and customize portions of the LearnCenter and provide basic training to a Client administrator. The LearnCenter on the SPI LMS will provide access to all eLearning courseware as described in the “Learning Library Courseware Catalogue” table shown later. Within the LearnCenter users will also have access to On-Demand reinforcement components such as Knowledge Center (including access to Sales Tools and Templates), Solution Selling® Forum, Video Best Practices and Topical Pre-recorded Webcasts. Users will have unlimited access to the LMS.
Review Findings and Validate
SPI will recommend a set of role-based curriculum and learning plans aligned with foundational existing models, but adjusted, as needed, based on information uncovered during interviews and from a Comprehensive Skill Assessment. A document describing a recommended learning plan for up to three roles (e.g. major account sales, territory-direct-indirect sales and sales management) with a prescribed learning and reinforcement schedule/timeline.
