Learning Roadmap to Business Impact

Overview

In the very beginning over fifty years ago, to improve the effectiveness of your sales team
required sales training. Over the past decade many experts have stated that to improve sales
effectiveness it required more than just an event, it required a ‘behavioral change process’. This
forced experts in the field to begin talking about a process and they realized that what happened
before and after the training was just as important then the training event itself. The road to
success was leading them to improved sales proficiency. Success was measured by quickness to
proficiency. This was a good plan back in the day. Today, if one puts this process under the
microscope, it becomes very clear that this process did a really good job at exactly what it was
designed to do – improve sales skill proficiency fast.

In today’s hypercompetitive market, where customers are more savvy, new products are
launched more frequently, new markets opportunities are expanding, and margins are tighter, we
must begin to look at more than improving sales skills proficiency. Today we have crossed over
the tipping point where a need exists to build a new road which leads to improved business
results and better business outcomes. This process must be qualitatively different from the dated
‘behavioral change process’. The road to business impact must include ways to improve
knowledge acquisition and focus classroom time on skill application. It must include learning
extensions which drive stronger application of the skills on the job which inevitably drive
improved business impact.

We at Sales Momentum believe we have cracked the code on how to drive better business results
for our clients. We have designed and developed an entirely new generation of programs, tools
and processes which help clients achieve specific and measurable business results. Our Learning
Roadmap to Business Impact was designed in a custom, flexible fashion which allows our
customers to make changes to the process as their business changes. Below is a brief outline of
the process;

Learning Roadmap to Business

Impact
Readiness Application Training Virtual Classroom Measuring Impact
Reinforcement
(Web-enabled) (Simulation based) (Web-enabled) (Interview/survey based)
 Trends impacting  Focus on applying new  Monthly/Quarterly  Application Effectiveness
market/company skills to real world engagements Assessment
situations
 E  Reinforcement of  Business Impact
xe  Designed to improve application Evaluation
cu specific business outcomes
ti  Roadblocks to  Final Success Case Report
ve  Competitive, fun, engaging success/adjustments
po
 sit
io
ni
ng

 Knowledge of key
concepts

 Survey results
reviewed