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| © 2011 ON24, Inc. All rights reserved. | ON24, Inc. Confidential

Building an Effective Virtual Sales Enablement Solution

Mark Bornstein


According to recent research from the IDC Sales

Advisory Service, salespeople spend 7 hours or more a

week looking for information to help them prepare for

sales calls (usually without success!). 50% of the

information needed by the sales organization is pushed

through email and only 10% of the information is made

available in a useful format.


Sales reps are spending too much time searching for

information about prospects and customers rather than

engaging in true call prep activities. IDC calculates that

saving a single enterprise rep 60 minutes of prep time

per week can result in additional revenue generation of

$300,000 or more per rep!!


Q: Thinking of your initial meeting, what percent of reps were:

Source: IDC Customer Experience Panel, January, 2009

Rep Preparation & Efficiency


Sales Enablement Challenges:

Globally Dispersed Workforce

Increased CostsReduced Efficiency

Live training not scalable

Travel-to-train not effective Workflow Disruption

Localization Requirements


Access to Expertise in Real-Time

• Timely / just-in-time access to the right knowledge• Knowledge From the Top Subject Matter Experts

– Sales Management & Top Sales Execs– Sales Engineers– Product Management and Engineering– Marketing

• In a format they can use– Searchable Video– PowerPoint's– Transcript Files– Mobile Video (.mp4s)

• At their finger tips– PC / Smart phones / Tablet Accessible

• The ability to share what they know– Email, Social Media, Communities


Sales & Partner Recourse CentersHybrid Sales Events

Training & CertificationExecutive Town Halls

Sales Enablement 4 Key Applications


1: Sales Enablement/Training Events

Definition:• Annual Sales Kickoffs• Mid Year & Quarterly

Sales Events• Training Roadshows

• Regional• International

• Partner / Channel Events• Customer Conferences

Challenges:• Costly to bring everyone

to single location• Event “experience” needs

to be delivered remotely• “Localize” events for

different GEOs• Extend the life of Content


Virtual Sales Enablement Events


Virtual Auditoriums


Networking Lounges


Virtual Classrooms – Job or Department Specific


Virtual Classrooms – Geography Specific


Sodexo –The “Living” SKO

• Sodexo needed a better way to train more than 4,000 sales reps around the world, while keeping them in the field.

• Sodexo’s solution was an in-person SKO combined a virtual “Living” SKO.

• More than 4,500 Sodexo reps across the world received training virtually.

• New employees can access on demand training sessions.

• $1.4 million in savings compared to previous training alternatives.

Virtual President’s

Club

Virtual President’s

Club


2. Executive / Sales Leader Town Hall

• End of Quarter / FY Earnings Reviews• Strategic Direction Announcements

• Acquisitions• Restructuring• New Hires

• Sales Team Meetings• Forecast/Pipeline Reviews• Employee Recognition• Win/Loss Reports• Competition Discussions• Compensation / Benefits Package General Reviews

• Sales Ops Procedure changes/updates• New Product Announcements• Tribal Knowledge & Sharing of Best Practices


Virtual Sales Meeting/Town Hall

• Replaces the boring phone or web conferencing tools and engages the sales team

• Using a simple webcam, VP of Sales can communication to the entire team in a interactive, scalable and cost-effective way

• Sales can access from any device including mobile and tablets• Real-time interaction and feedback • All content available for on demand viewing


“All Hands” Town Hall Meetings

Meet the CEO


3. Persistent Training Environments

Definition:• Sales Training Centers• Partner Training Centers• Regional Training

Centers• Customer Learning

Centers


Virtual Sales Resource Center


Partner Enablement & TrainingAutodesk – Virtual Partner Training Center

Audience• IT Directors, IT Managers, Sales engineers at Autodesk partners

Highlights

• Replaced a series of 20 separate online learning classes

• Over 3,000 training webcasts viewed

• Average trainee visit length: over four hours (251 minutes)

• Seamlessly integrated with Autodesk’s existing LMS system

Goal: Provide thousands of channel partners with up-to-date product information and training that equips them for greater success.


4. Virtual Classrooms

• Product Training• Sales Methodology Training• Demonstrations• Competitive Overviews• Weekly Updates• Classrooms & Testing• Professional Certification


Sales, Partner and SE Training

Customers

ILT

• Sales, Partner & SE Certification Programs• Partner Certification• Employee Continuing Education

Sales & SEs

Partners

VILT

Access from any device


On-Demand Training & Certification

• Sales Leader mandated product training• Completion required to sell new product & to attend 2012 SKO• Utilizes CE Module

• Mandatory polling questions & test at webcast completion• 100% attendance & passing achieved• Sales Methodology Training


Virtual Classrooms

Training MaterialsInteractive Tools

Multi-MediaCustomized Console


Virtual Sales Enablement:

• Protect Business Continuity

• Leverage Institutional Knowledge

• Engage Social Learning• Real-Time Coaching• Teach + Demonstrate• On-demand but still

interactive• Integrate with LMS• Increase training ROI


Virtual Sales Enablement ON24 Case Study

Mike Nelson


Challenges for Sales Leadership:

• 1. Reps are working in isolation and lack opportunities to collaborate.

• 2. Reps cannot or will not take initiative to properly retain data points and messaging.

• 3. Reps find training sessions on new products overwhelming and overly complex.

• 4. Reps are being asked to sell in an increasingly complex business environment.


ON24 Sales Resource Center: Persistent Learning


Providing Instant Access to Product Training


Sharing Tribal Knowledge


Virtual Sales Kickoff / Living SKOON24 SKO Resource Center


New Hire On-Boarding

• New heavy hitter selling methodology introduced at 2011 SKO• Training recorded for on demand consumption post event• Excellent on boarding course for new reps


ON24 Sales Enablement Program Keys:

• “Anytime, anywhere” availability of sales tools and resources

• Live and on-demand product training sessions

• Sharing “tribal knowledge” to increase productivity

• Hybrid SKO to extend life of event and content for future on-boarding

• Providing training while protecting business continuity


Q&A

Mark BornsteinMike Nelson

building an effective virtual sales enablement solution › sellingpower-webinars › 050212 ›...

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