Sales Enablement: Improving Sales Performance Through Great Training

Sales Enablement: Improving Sales Performance Through Great Training  

Presented by:

Roger Grannis

Sales Communications Expert, Grannis Group

a virtual event with ATD Tulsa

Friday, July 17, 2020

12:00 p.m. - 1:00 p.m. CDT

Virtual Event (Zoom)

The greatest innovations and new products will fail if your sales force doesn’t understand them, embrace them, and sell them. 

In this session, you will learn the results of a comprehensive study conducted with the University of Northern Colorado that asked questions such as:

1. What are the most important things salespeople need to know to sell new products?

2. How should content be structured to maximize learning?

3. What training delivery methods yield the best results?

4. What are practical ways to make training “sales friendly?”

5. What are the best ways to engage salespeople and motivate them to learn? 

Specifically, the study identifies the most effective training design and delivery methods for product leaders, subject matter experts, and others responsible for training salespeople about new—and existing—offerings. Ultimately, by improving the product training process, salespeople will sell new offerings faster and more efficiently, and the risk of failed product launches will be greatly reduced.

Our Learning Objectives for the Session:

1. Incorporate the five most important things salespeople need to know into every product training program

2. Design training programs with interactivity to increase engagement, retention, and implementation         

3. Organize product knowledge utilizing a 12-step training template

Roger Grannis has improved sales performance at some of the biggest names in business: GE, Underwriters Laboratories, Synchrony, Thomson Reuters, Wells Fargo, Pepsi.

Prior to forming GrannisGroup, in 2004, Roger spent 17 years at Gartner, where he contributed to growing revenues from $22 million to $850 million by building Gartner Sales University. He was the host of the Gartner podcast, Talking Technology, and emceed panels with business leaders such as Steve Ballmer, then CEO of Microsoft.

Roger holds a BA in speech and psychology from Willamette University and did post-graduate work in theatre and creative writing at San Francisco State University. Roger is president of the National Speakers Association, New England Chapter. He is a family man and outdoorsman; Roger and his son have backpacked more than 1,000 miles together.

What to expect: 

The last day to register to attend is Wednesday, July 15, by midnight.