1. Reinventing sales Training – the 6 Things that matter
Lori Adams,
Global Sales & Divisional Learning Leader, NCR

2. Reinventing Sales Training
The Challenges
Understanding our Audience
Matching Model to Audience
How We Did It – The 6 Key Questions
Results to Date
Examples
Q&A
9/21/2018
NCR Public Use

3. The Challenges Corporate Challenges Sales Challenges
Training Challenges
NCR Sales Transformation
NCR Services Transformation
4 Separate Divisions (business units)
Global Audience
Different Roles & Structure
Technical
Long
PPT w/Audio
No Centralized Governance
In late 2014, we embarked on a corporate journey to undergo both a sales and services transformaiton within our organization. We needed to remodel how we serviced our customer accounts in all of our industries to be more efficient, effective, and solidify our competitive advantage in this area. With the refocus of the business to a Software and Services-driven, Hardware-enabled company, we also needed to transform our sales organization to focus on the bigger solution that encompassed all 3 of these things, and how the combination provided more value to our customers.
My side of the learning team was focused on this sales transformation. We first identified the challenges to transitioning how we approach learning to meet the business goals of the sales transformation.
We also evaluated our current training and methodology, and we found that we had a wide range of content, but in general some commonalities were also creating challenges for us.
9/21/2018
NCR Public Use
NCR Public Use

4. Understanding Our Audience
Sales is a completely different animal…
Limited time
Focused on opportunities and customers
Limited attention spans
“Training takes me away from selling”
$$-driven
We realized that we really needed to focus more on who our audience was – our sales teams, and started to look at who they are as learners…
… What did this mean for how we needed to transform learning?
9/21/2018
NCR Public Use

5. Matching Training Model to the Audience
Specific
New Model
Old Model
Short
10-20 minute modules
Business-value focus
Specific value proposition & messaging
Consistent format & flow
30-45 minute online modules
Technical Focus
Little emphasis on business value
Inconsistent format & flow
VALUE
Where we decided to go…
9/21/2018
NCR Public Use

6. The 6 Key Questions Giving Sales What They Need to Succeed
What is the Solution, from a 40,000 ft. view?
What business issue(s) does it solve?
Who are the target decision makers?
What is the value proposition for each decision maker?
What are some qualifying questions you can ask to identify opportunities?
What are the competitive advantages of the solution?
We focused our solution training around the key business-related information sellers would need to have intelligent conversations with customers.
9/21/2018
NCR Public Use

7. Results to Date
New Services Opportunities
100
Opportunities Closed 8
Avg. Mo./Mo. Funnel Growth in 1st 5 months
2.4 %
Overall Funnel Growth March/September 1 % %
We’ve started this initiative in different divisions of our business, but have heavily focused on some of the managed services within our Financial Services division. We launched the first set of training modules (5) in April, and another set (3) in July. They are all brand new services, or remodeled versions of some existing services, so we don’t have a lot of past history to compare to in terms of performance, but what we are looking at is how it is affecting our sales funnel.
9/21/2018
NCR Public Use

8. What It Looks Like Giving Sales What They Need to Succeed
Briefly describe the layout of the modules.
9/21/2018
NCR Public Use