Prior State

New Hire Development usually involves the following process:

New sales people are brought into the organization and expected to manage a complex sales environment with multiple tiers, complicated legal issues, and a lengthy product offering. Development and performance is managed by each sales manager and is supported with a corporate curriculum, customer and Business is conducted with little interaction between teams and little information to support best practice management. The business is managed in various systems from Excel spreadsheets and Access databases to large difficult to use enterprise systems.

• 1-2 weeks in a structured training program
• Difficult challenges in finding initial tools to do the job
• Specific training on systems such as the charge code process, the Sale Force Automation system, Accounting systems, etc.
  

New Product Development

• Multiple departments performing multiple integrated process with little communication or ability to track progress at a high level
• Management of the process often is accomplished with static gannt charts and Excel spreadsheets.
  

Sales Process

• Little coordination between sales and training
• High level understanding of the customer, target markets, and products
• Estimates of the time to close, close ratios, and average price of sale are based on opinions not facts
  

Franchise Organizations

• Multiple complex requirements in areas such as real estate, legal, marketing, staffing, and training
• Mostly managed in Access databases and spreadsheets
• Little willingness to invest in training programs because margins are slim
• Consistent implementation is greatest indicator of success