Many organizations invest in sales training initiatives that fail. In 2002, Green Mountain Coffee was one of them, investing in a sales training program that fizzled out within months. The speakers will share what they did differently in 2007 that led to their current successful sales training program. They will discuss how they leveraged an e-learning initiative that improved collaboration between sales and marketing, increased visibility and accountability of individual sales managers, accelerated learning, ensured more consistent execution, and improved sales results for 100 geographically dispersed sales professionals.
The speakers will detail steps for integrating an e-learning accountability program that becomes a catalyst for new habits, aligning and integrating marketing, CRM systems, and performance measures. You will assess how you can apply GMCR's successful blended solution of sales e-learning, business process, performance measures, coaching, rewards, and recognition to create an "off-the-chart" sales performance solution. You will complete Goal Action Planners for implementing successful performance improvement initiatives.