{"id":5745,"date":"2020-09-30T15:03:43","date_gmt":"2020-09-30T20:03:43","guid":{"rendered":"http:\/\/kmbrian.com\/blog\/?p=5745"},"modified":"2020-12-04T17:32:50","modified_gmt":"2020-12-04T23:32:50","slug":"sales-training-success","status":"publish","type":"post","link":"http:\/\/kmbrian.com\/blog\/sales-training-success\/","title":{"rendered":"How to Measure Sales Training Success for a New Sales Rep"},"content":{"rendered":"<p>Training and onboarding schemes for new sales reps can be difficult to get right \u2013 but it can be even more challenging to work out how effective they are.<\/p>\n<p>With this in mind, I sat down with Jean-Christophe \u201cJC\u201d Bourgade, Co-Founder of 360Learning, a <a href=\"http:\/\/360learning.com\/collaborative-learning\">collaborative learning platform<\/a>.<\/p>\n<p>JC has been in a sales leadership role from the get go and has onboarded more than 100 reps, AEs, SERs, and account managers, so he knows what he\u2019s talking about when it comes to <a href=\"http:\/\/360learning.com\/blog\/remote-sales-training-challenges\/\">sales training success<\/a>.<\/p>\n<p><span class=\"embed-youtube\" style=\"text-align:center; display: block;\"><iframe class='youtube-player' width='700' height='394' src='http:\/\/www.youtube.com\/embed\/LAMYFnmvYwY?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent' allowfullscreen='true' style='border:0;' sandbox='allow-scripts allow-same-origin allow-popups allow-presentation'><\/iframe><\/span><\/p>\n<h2>What Does a Successful Training Program or Onboarding Program Look Like? [1:11]<\/h2>\n<p>JC advises that sales leaders make their onboarding program:<\/p>\n<ul>\n<li>Rep-centric<\/li>\n<li>Scalable<\/li>\n<li>Data-driven<\/li>\n<\/ul>\n<p>Here\u2019s what he means by each point.<\/p>\n<h3>Rep-Centric<\/h3>\n<p>JC explains that a common pitfall when it comes to traditional <a href=\"http:\/\/360learning.com\/blog\/sales-onboarding-process-google-mastersaas\/\">sales onboarding<\/a> is to frontload all the information during the first 15 days of employment \u2013 meaning that they\u2019re going to forget a lot of it.<\/p>\n<p>\u201cWhenever you think about onboarding, make sure you provide the learning at the point of need -\u2013 when people will apply it,\u201d he recommends.<\/p>\n<p>He also suggests integrating learning into the flow of the <a href=\"http:\/\/kmbrian.com\/blog\/sales-cycle-stages\/\">sales process<\/a>.<\/p>\n<p>\u201cMake sure you don\u2019t have to force your reps to choose between learning and selling \u2013 why not do both at the same time?\u201d he says. \u201cEmbed learning in the tools your reps are living and breathing.\u201d<\/p>\n<p>So how else can sales leaders put reps at the heart of the <a href=\"http:\/\/360learning.com\/blog\/remote-onboarding-process-steps\/\">onboarding process<\/a>?<\/p>\n<ul>\n<li>\n<ul>\n<li>Make it role-specific<\/li>\n<li>Make it bite-sized<\/li>\n<li>Gamify the experience to ensure that reps know what they\u2019re supposed to achieve every day<\/li>\n<li>Use roleplay<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>\u201cSales is one of those topics that\u2019s like sport,\u201d JC explains. \u201cYou might learn the theory forever, but it doesn\u2019t mean that you&#8217;ll turn into Steph Curry. So make sure that 60-70% of your onboarding is roleplay intensive.&#8221;<\/p>\n<h3>2. Scalable [4:26]<\/h3>\n<p>JC recommends that leaders automate \u201cas many tasks as possible\u201d to ensure that the process is low touch for managers.<\/p>\n<p>\u201cMake sure that your reps will know what they need to do on day one, day two, day three, six months down the line, by providing clarity of the path and micro-objectives,\u201d he says.<\/p>\n<p>JC is also a big fan of involving as many experts as possible within the onboarding and training process \u2013 both internal and external.<\/p>\n<p>\u201cAt 360learning, there\u2019s something like 20-30 people involved in upskilling our reps,\u201d he explains. \u201cIn product, legal, customer success, and of course in the <a href=\"http:\/\/kmbrian.com\/blog\/manage-sales-team\/\">sales team<\/a> \u2013 top performers and colleagues, so it\u2019s not just senior sales leadership.<\/p>\n<p>\u201cIf you do that, you\u2019re making your process a lot more scalable.\u201d<\/p>\n<h3>3. Data-Driven [5:32]<\/h3>\n<p>\u201cMake sure you create knowledge checks as your reps progress along their journey, and define KPIs and metrics that allow you to measure the success of your training,\u201d JC advises.<\/p>\n<h2>What Metrics Should We Track? [5:58]<\/h2>\n<p>According to JC, we should start with the basics:<\/p>\n<ul>\n<li>Quota attainment<\/li>\n<li>Hit ratio<\/li>\n<li>Time to first deal ratio<\/li>\n<li>Deal size<\/li>\n<\/ul>\n<p>\u201cYou want to measure every single training against the impact it has on these KPIs. But you should go way beyond those KPIs, because they only show you one part of the picture,\u201d he explains.<\/p>\n<p>Context is everything when it comes to tracking onboarding success.<\/p>\n<p>\u201cThere\u2019s a difference between signing your first deal with the help of your manager, and being completely autonomous in all the different touchpoints that you might have with your customers. So if you want to be able to measure that, you have to look at value oriented metrics that are in the middle of the funnel,\u201d he recommends.<\/p>\n<p>\u201cFor example, track the time to do a first perfect <a href=\"http:\/\/kmbrian.com\/blog\/sales-discovery-call\/\">discovery call<\/a> for a BDR \u2013 is that happening within 3 weeks or 2 months? The time to do your first legal negotiation by yourself. All of those things are not really reflected in time to first deal and hit ratio, and yet they\u2019re very important to track the progress of your rep.\u201d<\/p>\n<h2>How Do You Recommend Someone Identify Metrics for Their Own Business? [9:54]<\/h2>\n<p>\u201cBreak down your entire sales process,\u201d JC says.<\/p>\n<p>\u201cYou really have to understand the reasons you win and lose \u2013 what are the different roadblocks you experience at every micro-step in your funnel?\u201d<\/p>\n<p>Use this information to identify the best metrics for your business, he advises, always ensuring that the chosen metrics will allow you to move forward in the funnel.<\/p>\n<h2>Objection Handling: What Do You Do Before, During, and After Training? [11:23]<\/h2>\n<p>JC shares that before training kicks off, \u201cyou need to have a system in place where you can analyze the needs of your organization, and invest your energy in programs that will create a lot of value for them.\u201d<\/p>\n<p>He recommends using the Kirkpatrick model during training. This framework defines four levels:<\/p>\n<ul>\n<li>\n<ul>\n<li>Level 1: Reaction<\/li>\n<li>Level 2: Learning<\/li>\n<li>Level 3: Behavior<\/li>\n<li>Level 4: Results<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>\u201cDuring the training, you want to assess level 1: the reaction,\u201d he says. \u201cAre people completing and participating in my programs? Do I get positive feedback?\u201d<\/p>\n<p>What about afterwards?<\/p>\n<p>According to JC, this is all about ensuring that you\u2019ve forced a behavior change.<\/p>\n<p>\u201cAll sales leaders should have a system in place where they can track and measure the number of times the behavior has been exhibited by reps,\u201d he says.<\/p>\n<p>\u201cThe result part is where a learning platform like 360Learning can come in handy. This is where you want to tie back e-learning investment to revenue.\u201d<\/p>\n<p>If you have that, JC notes, you have the full picture.<\/p>\n<h2>What Tools Do You Recommend Throughout the Training Process? [16:05]<\/h2>\n<p>JC warns sales leaders against over-complicating their onboarding and training process. Instead, they should simply acquire a \u201cgreat learning platform\u201d and engage, organize, and <a href=\"http:\/\/kmbrian.com\/blog\/automate-list-building\/\" target=\"_blank\" rel=\"noopener noreferrer\">automate the whole process<\/a>.<\/p>\n<p>\u201c360learning does a good job at this,\u201d he says. \u201cYou have to have a powerful conversational intelligence software that allows you to track and understand what\u2019s happening in the real world. And you want to tie this back to your tools \u2013 it could be Mailshake, your <a href=\"http:\/\/kmbrian.com\/blog\/sales-engagement\/\">sales engagement<\/a> platform, your CRM, or your VI tools.\u201d<\/p>\n<p><strong>Implement sales training at <\/strong><a href=\"http:\/\/360learning.com\/\"><strong>360learning.com<\/strong><\/a><strong>, or reach out to <\/strong><a href=\"http:\/\/www.linkedin.com\/in\/jean-christophe-bourgade-76644b10\/\"><strong>JC directly on LinkedIn<\/strong><\/a><strong> \u2013 he\u2019s more than happy to discuss any questions around sales training or KPIs<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Training and onboarding schemes for new sales reps can be difficult to get right \u2013 but it can be even more challenging to work out how effective they are. With this in mind, I sat down with Jean-Christophe \u201cJC\u201d Bourgade, Co-Founder of 360Learning, a collaborative learning platform. JC has been in a sales leadership role &#8230;<\/p>\n","protected":false},"author":3,"featured_media":5746,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":""},"categories":[55,5],"tags":[],"jetpack_featured_media_url":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/09\/Jean-Christophe-Bourgade-How-to-Measure-Sales-Training-Success.jpeg?fit=3840%2C2160&ssl=1","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.5 - http:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>How to Measure Sales Training Success for a New Sales Rep<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"http:\/\/kmbrian.com\/blog\/sales-training-success\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"How to Measure Sales Training Success for a New Sales Rep\" \/>\r\n<meta property=\"og:description\" content=\"Training and onboarding schemes for new sales reps can be difficult to get right \u2013 but it can be even more challenging to work out how effective they are. 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Studies show that companies paying competitively at the 75th percentile or higher have 50%\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2019\/07\/different-sales-commision-structures-header-1.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2572,"url":"http:\/\/kmbrian.com\/blog\/manage-sales-team\/","url_meta":{"origin":5745,"position":2},"title":"Sales Team Management: 11 Tips to Better Manage Your Sales Team","date":"06\/19\/2020","format":false,"excerpt":"Managing a sales team is no easy feat, especially when you consider the importance of its role in your company\u2019s success. On top of monitoring quotas and meeting target metrics, you\u2019re also in charge of getting the right people on the bus, coaching them, and upholding team morale. 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