Sales Training Solutions

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Kaplan Pub., 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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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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