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2019 TMSA Sales Training Seminar

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Build versus Buy? Increasing Sales Effectiveness with Your Organization's Learning and Development Program (Sales Leadership Track)

Feeling the perpetual pressure to scale revenue, today's sales leaders are taking stock of their available resources, ascertaining their internal capabilities and competencies, and gauging their appetite for creating and delivering a sales learning and development program. Leaders are balancing this decision with that of the option to outsource all or a portion of their formal sales training, while recognizing the dramatic impact smart training can have. For example, according to a recent study by CSO Insights, the research division of the Miller Heiman Group: 

  • Effective sales onboarding can improve quota attainment by 16.2% 
  • Effective sales onboarding programs can speed up the ramp-time to full productivity by 17.9%
  • Effective sales onboarding services decrease your voluntary turnover rate from 14.2% to 7.9%

Key Takeaways: After this panel discussion, you’ll be able to:

  • Gauge the value of an effective sales learning and development program
  • Understand the key elements, including timeframes, that a program should have
  • Weigh the pro’s and con’s of a ‘build vs. buy’ strategy for sales learning and development

For a business to be successful, its sales teams must be highly effective. Effective sales learning and development begins on Day 1 during the onboarding process, and continues throughout a salesperson's career. Logistics and Transportation organizations understand that they need to implement effective sales learning and development programs that will increase the productivity of their sales teams. But, they often struggle with strategic decisions about how to resources and manage a holistic, ongoing learning and development program and the results it should deliver.

This session will take the form of a panel discussion. Panel Includes: Jason Ickert, Integrated Logistics Manager, Energy Transportation Group (Facilitator); Holly LaBoda, Partner and Co-Founder, Luminaries Consulting; Mike Matte, Senior Director of Business Development, Dupré Logistics LLC; and Bob Rippel, Chief Learning Officer, RJ Learning Group.