Sales Training Solutions

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Renie Mcclay
Kaplan Publishing, Nov 1, 2006 - Business & Economics - 304 pages
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What do Motorola, Kraft Foods, Kodak, Time, RR Donnelley have in common?  They have winning sales forces that were trained or consulted by the contributors to Sales Training Solutions

 

Whether you’re a new sales trainer or have been around the block and need a refresher course, veteran sales trainer Renie M. McClay has gathered the expertise of the most dynamic and sought-after sales trainers to help you learn what works, what doesn’t, and what needs to be done to successfully integrate sales training initiatives.  With a combined 125 years of training expertise with Fortune 500 companies and work in industries as varied as manufacturing, packaging, consumer goods, publishing, and technology, Sales Training Solutions is truly a one-stop source for new and innovative training initiatives.  Many of the topics in Sales Training Solutions have not been written about anywhere else, including:

 

*  What goes on behind closed doors—how training really works in an organization

*  How to get sales management involved in and supportive of training

*  Strategies to create a customer-centric sales force

*  Effective tactics to train nontechnical salespeople on technical topics

*  How to measure sales training effectiveness and impact

Full of advice from some of the top names in sales training, there is no other book that delivers the experts like Sales Training Solutions. Whether you’re looking for expertise from training leaders and training practitioners or insights from corporate professionals and solution providers, look no further than Sales Training Solutions.

 

Contributors and topics include:

 

Jim Graham, VP of Training and Development, RR Donnelley on getting leadership support

 

Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorola on measuring the impact of sales training

 

Renie McClay, Sales Training Utopia and former Sales Training Manager of Kraft Foods on making sales training fun, interactive, and educational

 

Don Sterkel, former Senior Director of Learning and Development, Time Warner on sales managers as key stakeholders

 

Becky Stewart-Gross, President, Building Bridges on what salespeople want

 

Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Company on creating a stellar customer-centric sales force

 

William Magagna, Senior Instructional Designer, Dade Behring on developing strategies for sales training technology selection

 

Luann Irwin, LAI Associates, former Manager of Training of Kodak on tech talk—teaching technology to sales professionals

 

Michael Rockelmann, Driving Results, formerly of United Airlines on building a training program and making an outsourcing decision

 

Bob Rickert, Regional Sales Manager, Aarthun Performance Group on building a business case for sales training

 

Diane M. Bowe, Director, Drake Resource Group on creating effective product training

  

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Contents

What Do Salespeople Want?
1
Getting Leadership Support
19
Sales Managers as Key Stakeholders
47
Building a Business Case for Sales Training
79
Creating a Stellar CustomerCentric Sales Force
107
Building a Training Program
129
Making an Outsourcing Decision
155
Making Sales Training Fun Interactive and Educational
179
Creating Effective Product Training
223
Tech Talk Teaching Technology to Sales Professionals
239
Developing Strategies for Sales Training Technology Selection
261
Measuring the Impact of Sales Training
283
Notes
301
Contributors
304
Index
315
Copyright

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About the author (2006)

Renie M. McClayspent 20 years at Kraft Foods in sales, account management, sales management and sales training capacities  She managed sales training for three different Fortune 500 companies, including Kraft Foods, Gerber and Pactiv Corp.  She is the past president of the Professional Society for Sales and Marketing Training (SMT) and directs the Sales Training Forum for the Chicago Chapter of the American Society for Training and Development (CCASTD). 

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