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A Purpose Built Platform that Powers End to End Sales Readiness
Trusted by the best sales teams:
Couchbase, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec, and more!.
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Agenda
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Agenda for today
○ Discuss the state of sales training
○ Understand why sales training programs fail
○ Know how to create sales training programs that work
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Meet our guest
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Peter Childers
Vice President, Learning and Strategy Development, Couchbase
Peter is VP of Learning and Strategic Development at Couchbase, the
leading commercial-scale NoSQL database. He is responsible for
developing and implementing effective learning strategies and
services for customers and partners as well as internal sales and
employee enablement, to empower and enable them to get the most
out of Couchbase.
6. What We Will Be Talking About
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General Industry Trends in
Sales Training
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State of the Industry
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Sales reps in an
organisation do not
achieve quota
Companies spend
$20 Bn on traditional
sales training programs
every year
50 %
$ 20B 66%
66% of sales reps aren’t
convinced that sales
training helps them
perform
8. Why sales training program fail ?
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On average, 50% of information from sales training is lost in 5.1 weeks
● Average adoption rate of a learning program
is 30%*
● 50% of the information from a sales training
event is lost in 5 weeks**
*Source: Report by Training Industry
**Source Sales Performance International
Major factors affecting success of sales training programs are:
13. IS
● Gamified
● Engaging
● Bite-sized
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Bite Sized learning makes the transfer of learning 17%
more efficient.
Bite Sized learning improves user engagement by 50%.
Learning in stretches of 3-7 minutes matches the
working memory capacity.
Bite Sized learning courses can be produced in 300%
less time.
EFFECTIVE SALES TRAINING CONTENT
14. IS
● Gamified
● Engaging
● Bite-sized
● INCENTIVE BASED
@mindtickle #MTWEBINAR 14
EFFECTIVE SALES TRAINING CONTENT
15. EFFECTIVE SALES TRAINING CONTENT
IS
● Gamified
● Engaging
● Bite-sized
● Incentive based
● ON-DEMAND
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16. IS
● Gamified
● Engaging
● Bite-sized
● Incentive based
● On-demand
● ONGOING
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EFFECTIVE SALES TRAINING CONTENT
17. Results achieved at Couchbase
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Internal - Sales Enablement:
● 90 sales and field technical personnel
● 96% completion rate within 30 days
External - Technical Developers:
● 9,000+ learners
● 16,000+ courses taken
● 47% completion rate
18. Actionable steps to improve adoption and retention of training programs:
● Gamify the content to keep your reps engaged throughout the training.
● Share bite-sized information to help reps absorb the information effectively.
● Incentivise reps to keep them involved and motivated.
● Make the content available on-demand to help reps access it at their own convenience.
● Reinforce continually to improve knowledge retention.
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Summary
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Where to find more Sales Enablement best practices
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To learn best practices from leading sales enablement teams checkout www.mindtickle.com/sales-enablement-resources
Learn more about onboarding,
coaching, training and
certifications from our
knowledge center.
Listen to sales enablement
professionals sharing best
practices and solutions to
common enablement
challenges.
Watch sales and sales
enablement leaders sharing
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growth organizations
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Whitepapers
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