Please wait a few seconds while your cart is being loaded.

Login to see membership pricing and/or to see items you may have added using another computer or device

Please Wait...

To view or add items to your Wish List, please log in.

Not yet an ATD registered user? Click here to register.
Already registered? Click here to log in.

Lead With Your Customer

Chapter 04: Using the World-Class Excellence Model to Transform Your Business
Mark David Jones, J. Jeff Kober | November 19, 2017 | Book Chapter

This chapter introduces the World Class Excellence Model to demonstrate the relationships between the various crucial components that bridge the corporate culture and the organizational brand, and in turn enable you to more completely understand and satisfy your customers.

Lead With Your Customer

Chapter 01: Your Customer Really Is the Key
Mark David Jones, J. Jeff Kober | November 19, 2017 | Book Chapter

What creates a successful organization? This chapter introduces The Chain Reaction of Excellence Model, a proven process that makes a successful organization.

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

The Art of Modern Sales Management

Chapter 11: Social Media Marketing for Sales Managers
Renie McClay, Glenn Raines | February 03, 2014 | Book Chapter

Learn about some of the basic principles, tactics, and technology platforms you can use immediately to effectively manage a social media marketing effort within your own sales organization.

The Art of Modern Sales Management

Chapter 09: The Hiring Dilemma—Advice for Sales Leaders
Renie McClay, Joseph D. Anzalone | February 03, 2014 | Book Chapter

"If you have the wrong people on the bus, nothing else matters. You may be headed in the right direction, but you still won’t achieve greatness. Great vision with mediocre people still produces mediocre results."

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

The Art of Modern Sales Management

Chapter 05: Selling Across Cultures
Renie McClay, Anup Soans | February 03, 2014 | Book Chapter

Wearing another’s lens or walking the proverbial mile in another’s shoes will cause some discomfort at first, but those who master the process stand to reap huge gains. Some businesses learn this the hard way

Measuring the Success of Sales Training

Chapter 1: The Opportunity—The Basics of Measuring ROI in Sales Training
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

This chapter introduces the concept of the ROI Methodology, which is a systematic and logical process with conservative standards that is being used by over 4,000 organizations. The process collects and generates six types of data: reaction, learning, application, impact, ROI, and intangibles. It also includes techniques to isolate the effects of the sales training or enablement program on the impact data, such as sales, new accounts, and market share.

Measuring the Success of Sales Training

Chapter 7: Account Manager Development for a Technical Training Center (Case Study)
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

The Technical Center for Training (TCT) used to have a unique status as a technical training center until many players started to enter the market and target its main customers. Seeing the changes taking place in the market, and as a step to better tune its performance to clients’ needs, TCT started a new initiative, Account Management (AM), whereby a special team of qualified training professionals would be trained on selling skills and assigned the responsibility of following up on a number of clients.

Measuring the Success of Sales Training

Chapter 3: ROI Analysis—Isolating the Effects of Sales Training
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

This chapter discusses the various important aspects of ROI analysis. After following the steps in chapter 2 to collect data, it is important to analyze the data in a credible way. Perhaps the most important aspect of analysis is the isolation of the effects of the sales training program on the data. It is crucial to know how this particular program affected the data, outside of other influences. Another important part of data analysis is the conversion of data to monetary value. Various methods are discussed. Finally, the chapter discusses intangible benefits, or those not converted to monetary values. All of these items are critical in the ROI analysis.

Please Wait

Please wait while we are getting your account information.