Selling to the Seller: The Complete Guide to Training Salespeople
Tuesday, August 11, 2020, from 12:00 pm to 1:00 pm
The greatest innovations and new products will fail if your sales force doesn’t understand them, embrace them, and sell them.
In this session, you will learn the results of a comprehensive study conducted with the University of Northern Colorado. Specifically, the study identifies the most effective training design and delivery methods for product leaders, subject matter experts, and others responsible for training salespeople about new—and existing—offerings. Ultimately,by improving the product training process, salespeople will sell new offerings faster and more efficiently, and the risk of failed product launches will be greatly reduced.
Incorporate the five most important things salespeople need to know into every product training program
Design training programs with interactivity to increase engagement, retention, and implementation
Organize product knowledge utilizing a 12-step training template
Roger Grannis has improved sales performance at some of the biggest names in business: GE, Underwriters Laboratories, Synchrony, Thomson Reuters, Wells Fargo, Pepsi.
Prior to forming GrannisGroup, in 2004, Roger spent 17 years at Gartner, where he contributed to growing revenues from $22 million to $850 million by building Gartner Sales University. He was the host of the Gartner podcast, Talking
Technology, and emceed panels with business leaders such as Steve Ballmer, then CEO of Microsoft.
Roger holds a BA in speech and psychology from Willamette University and did post-graduate work in theatre and creative writing at San Francisco State University. Roger is president of the National Speakers Association, New England Chapter. He is a family man and outdoorsman; Roger and his son have backpacked more than 1,000 miles together.