This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker. Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach

1. Achieving Sales Mastery through Virtual Sales
Training and Reinforcement
Mike Kunkle
Senior Director, Sales
Readiness Consulting
Richard Harris
Director of Sales Training &
Consulting Services
Tim Riesterer
Chief Strategy &
Research Officer

2. Our Plan for Today
• Panel style discussion
• Topics to include:
- Common problems holding most sales
readiness programs back
- Why ‘just-in-time’ training doesn’t always
work – and how to fix it
- Ideas for developing virtual skills training
courses that stick
- How technology can help empower
sales coaching and reinforcement
• Feel free to ask questions, Q&A will
be taken throughout the session

3. Why are more organizations today doing or
considering virtual sales training?

4. 4 out of 5 companies say their salespeople
DON’T get the skills training they need

5. Most say managers
most likely to choose
training
56% blame time out of
field constraints (37% say
budget limitations)

6. 65% of companies
increasing investment in
virtual training
Flat investment in
traditional classroom
training

7. What are the challenges of doing virtual sales
training instead of classroom training?

8. Most effective for behavior change
39%
10%
Instructor - led
Classroom
Manager - led
In - field
Virtual
Online
45%

9. Effectiveness
Doing the right things that
get you closer to your
goals
We increased sales quota
performance by 14%
Efficiency
Doing the right things in the
most economical way
possible
We trained more people
on 14% less budget

10. How can we mitigate the challenges of virtual
sales training?

11. Mitigating the challenges of virtual sales training
Effective Learning Systems
• Use the right content/sales methodology
• Design great learning
• Engage managers
• Sustain knowledge/transfer skills
• Coach to mastery
• Measure for success
• Manage performance
• Lead & manage change
:: mike kunkle :: :: transforming sales results ::
Content
Integration
Alignment
Change
Managers
Transfer
Perf. Mgt.
Measures
Coaching
Design
http://www.mikekunkle.com/2014/07/30/stop-wasting-money-on-sales-training/

12. Arbitrary Learning Paths
Roles-based
development
plans
Tenure-based
development
plans

13. Four Ideas for Improving Virtual Training
#1. Performance-based Custom Learning Paths
o From data in your sales automation systems
#2. Needs-based Custom Learning Paths
o From behavioral outcomes fluency assessments
#3. Situationally-relevant Custom Learning Paths
o Embedded in your sales process and CRM experience
#4. Product/market-specific Custom learning Paths
o Embedded in your product launches and training materials
Delivered just-in-time to the right person!

14. What sales stacks/tech stacks can be combined
to support virtual training?

15. Sales Readiness Ecosystem
Brainshark
Prepare Tab
Brainshark
for Training
Brainshark
for Coaching
+ +
Train
Assess
Track
Validate
Coach
Transfer
Support
Sustain
Guide
Inside Sales
“Game Film”
Field Sales
“Game Film”
SAM
Content/Context
Buyer Engagement
1 3
2
4
5a
5b
6
Effective Learning System
Training Content /
Sales Methodology
Provider

16. How do managers need to engage differently to
make a virtual sales training a success?

17. Coaching for impact
41%
9%
Sales Conversation
Importance
Practice and
Coaching
Formal
Certification
85%
<1/4

18. Flexible Learning Options
Learning
Doing
Virtual Coach
Skills Adoption Service
1-day Workshop
Playbook, POV and
Solution Whiteboards
Blended
Classroom
Flipped
Classroom
Virtual
Classroom
Online Program
w/optional Virtual
Classroom
Online Program
w/optional
1-day Workshop
Online Pre-work
+ 2-day Workshop
Flexible Delivery
Customizable
Content
Manager
Coaching
Contextual
Reinforcement
Executive Conversations
Playbook Coaching Playbook
Capture Value Playbook Coaching Kits
Proven approaches for learning and applying new competencies

19. Engaging managers differently for virtual sales training success
1. Sales Training
• Teach content that get results
- Ensure your content will get results and design
your training effectively.
- Assess to ensure the content was learned.
2. Knowledge Sustainment
• Assess retention over time
- Test to increase retention
- Consider a system like Qstream
- Use analytics to know where to train/coach
3. Skills Transfer
• Validate the rep can use the skills
- Use role play and virtual coaching: Prove reps
can do it, in a safe, simulated setting
- Help them apply with buyers / customers
4. Coaching to Mastery
• Role play and coach frequently
- Continue with role play and video coaching
- Use field visits and phone observation
- Use an effective coaching model

20. Tweet the presenters with additional questions:
@Mike_Kunkle
@TRiesterer
@RHarris415
Thank you!