cets 2012, maureen haga, slides for mobile coaching: the new lifeline for your sales organization in...

Maureen HagaFounder and

PresidentM2Execution, Inc.

Mobile Coaching: The New Lifeline for Your Sales Organization in a Mobile Work

Environment

Share Your Mobile Experience

• Please fill out the three polling questions related to your going mobile experience.

• Turn in completed questions to room attendant.• If interested in entering the raffle for a complimentary

half-day consulting session for Going Mobile Strategic Factors, Check Opt In Box.

• Polling results revealed during the session.

CONFIDENTIAL AND PROPRIETARY

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M2Execution™

Who we are

Sales and Customer Experience Optimization Company

What we do

Dedicated to maximizing skills and mobilizing sales and service organizations to grow their business, increase loyal customers and reduce their internal cost.

Who we work with

Partner with clients from Fortune 500 companies to small businesses to provide Instructor led training workshops.

Value we provide

Now offer customized mobile coaching and reinforcement with My Mobile CoachTM, a full service solution to facilitate sustainable coaching and enhance sales and service organizations performance.


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Post Training Workshop Reinforcement Then


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Post Training Workshop Reinforcement Now

Simple Fact: Sales Professionals and Leaders are mobile.

Business Impact: Companies are looking for ways to keep their competitive edge by providing their sales organization innovative reinforcement and coaching solutions accessible at exact point of need.

Current State: The recent innovation in smart phone and tablet technology has made it possible to provide consistent, at exact point of need, relevant coaching and reinforcement to mobile sales and service teams.

Today’s Focus: In this session, learn current practices for implementing mobile coaching, receive guidelines for how to select a mobile coaching use case, and identify relevant learning content and business intelligence to include in mobile coaching for sales organizations.


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Environment

Take aways from this session:• Understand key business, industry and workforce drivers

for going mobile and adopting mobile coaching• Identify strategic factors for implementing a mobile

coaching solution• Gain insights and considerations for transforming e-

learning content for mobile coaching• Present a use case for adopting mobile coaching • Experience a snapshot of mobile coaching with My Mobile

Coach™ demonstration


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Environment

Top Learning Function Priorities 2012

24.2%

23.2%

22.8%

20.7%20.4%

16.7%

15.4%

12.9%

12.8%

9.7%6.7% 5.3% Creating a learning strategy and plan

Design & Dev of leadership/management programs

Transitioning ILT to a technology-based training format

Selecting and implementing new learning technology

Design & Dev of technical, compliance, skills programs

Measuring the impact or ROI of learning

Integrating social learning into learning strategy

Developing training for external or extended audiences

Design & Dev of relationship, customer care, sales programs

Developing and launching mobile learning content

Reducing the overall learning budget

OtherBHG Relationship Centered Learning, N = 622

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Going Mobile…Why Adopt? Top Key Business Drivers

33.2%

22.2%

19.7%

17.0%16.8%16.7%

14.5%

11.5%

11.4%9.7%

6.4% 3.7% 8.6%

Gaining market share

Improving innovation

Delivering new products or services

Improving customer loyalty

Cutting expenses

Expanding to emerging markets

Building a stronger culture

Improve sales force effectiveness

Recruiting and retaining talent

Improving brand name

Improve marketing impact

Mergers and acquisitions

Other

BHG Relationship Centered Learning, N = 622

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M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.

Going Mobile? Industry Drivers Top Workplace Driver

Key Driver:Five Generations in the Workplace

Learning isn’t one size fits all, it needs to be flexible and targeted to address the needs of the multiple generations in the workplace by providing emerging technologies and new delivery methods in concert with traditional learning.

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Key Driver:Demand for flexible, aligned, and consistent access to knowledge and skills to adapt to rapidly changing business environment

Best in class organizations provide learning both inside and outside the organization.

Going Mobile – Industry DriversTop Workplace Driver

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Create a positive mobile coaching experience

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Environment

Sales, support, field service, etc.

Technology

Mobile devicesSystems

Going Mobile: Strategic Factors

M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.TM

Create a positive mobile coaching experience

Content Strategy

Pre call planning, sales calls, RFP’s, executive

briefings, etc.

Transform learning content

Going Mobile: Strategic Factors

Analysts’ High Marks for Going Mobile


Mobile web applications (WAP) in general cost less per user because they can be accessed by any device with a mobile web browser.

Due to fast moving technology advances, expect mobile to be mainstream for short

learning modules within the year.

Implementation of Mobile Web Learning can be done within 90 days and changes quickly integrated.

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Organizations that leverage mobile learning to support their learning strategy are 58% more likely to achieve Best-in Class

Mobile Coaching Solution User Requirements


Customized

Secure

Relevant

Strategic

Intuitive

On-Demand

Innovative

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Customizes Learning Content and Business Intelligence into Coaching

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C O N T E N TCUSTOMIZED

STRATEGIC

SPECIFIC


• Life Line for mobile, multigenerational workforce

• Engaged Sales Leaders and Sales Professionals by extending sales coaching out in the field

• On-demand, situation specific coaching at exact point of need out in the field

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Benefits of Mobile Coaching

My Mobile Coach™ Creates, Hosts and Delivers Customized Situation Specific Coaching


Short , Situational, Customized

Coaching Tips

Succinct, impactful, relevant

messaging and/or content

Customized FAQ’s

Secured access to strategic,

simple responses

Video/Audio Podcasts

Share subject matter

expertise

Brand organization’s

mission

Feedback Poll

Tell us what you think?

Forward to a Colleague

Forward relevant link

to Colleague via email or text

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High Level Overview

Unique Coaching Tips

Deep Dive Details

High Frequency

Sales Situation Specific


Record use in LMS

Who used it

When they used it

How often they used it

Forward to colleague

Reporting Users Activity and Value

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Fulfills Validated Mobile Coaching Requirements


Intuitive

Relevant

Customized

Strategic

Short

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Mobile Coaching Use Case: Sales Organization Performance Optimization


What’s the impact on the business and the sales organization if you could optimize 20% of a sales leaders performance and salary expense?

Let’s take a closer look

Mobile Coaching Use Case: Sales Organization Performance Optimization


Business Need:• Reduce sales cycle and reinforce

sustainable coaching culture Business Impact:• Optimize Sales Leaders

coaching time and expenseSolution:• Extend Sales Managers strategic

and tactical coaching out in the field at the exact point of need for frequent sales coaching situations

# Sales Leaders # Sales Professional on Team

Monthly Internal Coaching Savings to be re-allocated

Yearly Internal Coaching Savings to be re- allocated

1 10 $2,875 $34,500

5 50 $14,375 $172,500

10 100 $28,750 $345,000

20 200 $57,500 $690,000

50 500 $143,750 $1,725,000

Based on 1 Sales Leader per 10 Sales Associates at annual salary/benefits of $172,500. Optimize 20% of Sales Leaders Coaching Time and Expense -(Salary Data from 2011 CSO study)

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Mobile Coaching Use Case: Financial Impact of Sales Coaching Optimization

Going Mobile Thought Starter….Select one strategic factor to discuss for Going Mobile

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FACTORS• Environment of Mobile Workforce• Technology they use 7/24• Content to reinforce and extend at exact point

of need via Mobile Coaching • Strategy to Enhance Performance to achieve

business outcomes

THOUGHT STARTER QUESTIONS• What situation specific knowledge,

skills, tool does the sales leader and/or sales professional need to access out in the field even right before sales calls in order to conduct effective sales call?

• What specific coaching situation does the sales leader find themself coaching with a high frequency with their Sales Professionals?

• How do you currently provide coaching and how would providing it via mobile coaching and on demand enhance performance?


Experience My Mobile CoachVisit www.m2execution to

schedule personalized demonstration

http://www.m2execution/

http://bit.ly/MymobileCoach

Questions

[email protected]

Twitter: @M2ExecutionLinkedIn: Maureen HagaFacebook: M2Execution

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mailto:[email protected]

cets 2012, maureen haga, slides for mobile coaching: the new lifeline for your sales organization in...

Business

mobile sales

mobile coaching experience

customized mobile coaching

snapshot of mobile coaching

yourgoing mobile experience

mobile strategic factors

tmmy mobile coach

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