The document discusses how sales training can lead to lasting changes in sales behavior. It describes various techniques for maximizing how much of the training content is absorbed, adopted, and applied by learners. These include tying the training goals to measurable business results, getting learners and leadership involved in establishing expectations, providing pre-work and follow-up activities, and using tools and coaching to reinforce application of concepts after the training.

1. presents How Sales Training Becomes Lasting Change in Sales Behavior Bill Stinnett President, Founder Sales Excellence http://SalesExcellence.com www.SMMConnect.com

2. Recorded Webinar This program was presented for SMMConnect.com members as a live webinar. We invite you to view the full recorded webinar. Click Here to View Recording Download Handouts / Join Discussions Bill Stinnett invites you to join his discussion group at SMMConnect.com . Materials are posted for free download in the discussion group. Click Here to Join Group Register If you aren’t already a member of SMMConnect, you’ll register along the way. Registration is quick & free. Members are privacy-protected. Solicitation by vendors is prohibited.

5. Sponsored by Online community architects & facilitators www.vftnetworks.com Communities to connect the right people with each other ...and with the best ideas

6. About Bill Stinnett Bill Stinnett is the president and founder of Sales Excellence, Inc. and author of two best-selling books: Think Like Your Customer (McGraw-Hill 2005), which has been translated into nine languages, and Selling Results! (McGraw-Hill 2007). Bill's corporate clients include General Electric, IBM, Microsoft, Verizon, Hitachi, EDS, SAP, Waters Corporation, American Express, and Harvard Business School. Mr. Stinnett also serves as a faculty lecturer at the F.W. Olin Graduate School of Business at Babson College in Wellesley, Massachusetts. http://www.salesexcellence.com/client_quotes.shtml

7. Sponsored by www.SMT.org

8. presents How Sales Training Becomes Lasting Change in Sales Behavior Bill Stinnett President, Founder Sales Excellence http://SalesExcellence.com www.SMMConnect.com

9. presents How Sales Training Becomes Lasting Changes in Sales Behavior Bill Stinnett Founder and President, Sales Excellence, Inc. Copyright © 2001-2010 Sales Excellence, Inc. All rights reserved. SalesExcellence.com

12. “ If you want to catch a fish, you have to think like a fish.” “ The key is understanding what drives the behavior of sales professionals.” – Dad Copyright © 2001-2010 Sales Excellence, Inc. All rights reserved. SalesExcellence.com

13. Customer Results Model “ Nobody wants to buy what you sell. What they want are the business results they can achieve by utilizing what you sell to pursue their own goals and objectives.” “ Nobody wants sales training. What they want are the positive results they can achieve by utilizing what they learn to pursue their own goals and objectives.” Copyright © 2001-2010 Sales Excellence, Inc. All rights reserved. SalesExcellence.com

14. Customer Results Model in Practice While you might sell a solution (a “B”), what your customer buys is a result (a “C”). While you might teach knowledge or skills (a “B”), what motivates the learner to apply it is a desired result (a “C”). A sale is made when you help your client recognize the consequences of staying at “A” and envision a unique “C” that is worth more to them than the cost of “B.” A learner will apply new ideas and techniques when they recognize the consequences of staying at “A” and envision a “C” that is worth the pain and discomfort of changing their current behaviors and learning new ones. Copyright © 2001-2010 Sales Excellence, Inc. All rights reserved. SalesExcellence.com

23. Bill Stinnett Sales Excellence, Inc. +1-303-674-1288 bill@salesexcellence.com www.salesexcellence.com Copyright © 2001-2010 Sales Excellence, Inc. All rights reserved. SalesExcellence.com

24. Goal Setting System Action Planning Tools Track Training Impacts Online Coaching System More Free Tools for members of TrainingMagNetwork.com and SMMConnect.com

28. Like a simple & easy to use goal-setting tool?

30. Measureable Results Sent to Coaches Instantly

32. For example, a dashboard report of goals and progress?

33. For example, a dashboard report of goals and progress? Would it help if real-time results were available from any internet connection (and your smartphone)?

35. Create Goal Create Action Plan Would it help if all the coaching interactions were available instantly? And automatically documented?

36. Create Goal Create Action Plan Would it help if all the coaching interactions were available instantly? And automatically documented? And all coaches and trainers could see each others’ comments?

38. Like a directory of your company’s coaches?

39. Like a directory of your company’s coaches? Would it help if it were searchable by the coaching skills of execs, managers, trainers, mentors and top performers? Or whomever you designate as coaches?

40. Would it help if it were free?

43. Participants’ Process Create Goal Create Action Plan Get a Coach Report Progress & Track Results

44. Participants’ Process Create Goal

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46. Participants’ Process Create Goal Create Action Plan

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48. Participants’ Process Create Goal Create Action Plan Get a Coach

49. Invite Trainers, Managers, SMEs, Top Performers as Coaches Click here for Invite a Coach Demo: http://bit.ly/InviteaCoach-HowTo Directory of coaches in your organization

50. Real-time Online Coaching Create Goal Create Action Plan

51. Participants’ Process Create Goal Create Action Plan Get a Coach Report Progress & Track Results

53. Coach’s Dashboard Report Summary Report

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62. Like this Or this

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65. OK – If you had all those options...and they were all free...

66. OK – If you had all those options...and they were all free... would it make sense to invite your learners, execs, managers, subject matter experts, top performers and workers...

69. Would it help... ...if the learners did most of the work? ...if it were easy for you to implement in an hour or so? ...if it required no skills other than the ones you use for Microsoft Word?

72. Click here to start your free account * *This complimentary account is provided free to members of Training Magazine Network and SMMConnect by a partnership between Lakewood Publications and VFTNetworks.com to encourage and provide tools to measure training impacts and implement social learning. Users may use as many or as few options as they choose at no charge for any or all. Individual members may open as many accounts as they need to use in their workplace or to simply learn about or practice social learning facilitation skills. Consultants are welcome to create free accounts for clients as an added value to services or to setup setup or monthly fees as an additional revenue source. There is no catch. For full enterprise implementations and consulting, contact VFTNetworks.com at (714) 699-4705 or click here Click here for FAQs