Sales Curriculum Design & Development: Does Your Curriculum Meet the “Training Readiness Test”?
Sales enablement and training should be considered essential components of an organization’s strategy implementation plans. Too often sales training curricula are designed and delivered, if not in a strategic vacuum, then in a poorly defined strategic context. Only by placing the sales curriculum alongside other elements in the organization’s strategy implementation plans – and linking the training outcomes to the organization’s strategic performance goals – can the curriculum meet what we call the “Training Readiness Test”. This test is comprised of three questions related to Strategy, Structure, and People:
- Do you have a well-defined strategy? It is important to recognize that the strategy is in the eye of the beholder. Do the people who have to execute the strategy understand it? Has the strategy been translated down to customer-facing sales and sales support teams, so that the Knowing-Doing Gap (Pfeffer and Sutton, 1999) has been closed?
- Are the necessary structures and resources in place to support implementation of the curriculum as an element in the strategy implementation plans? In our experience, structure is often running to catch up with strategy. Key structural resources that support execution of the sales training include CRM systems, pipeline management systems, and cross-functional collaboration tools
- Are the key people who have responsibility for strategy execution in place? From the perspective of the training curriculum, these are the sales managers and other learning transfer agents. Have their roles been defined to include strategy implementation responsibility? Are they well versed in the techniques of strategy translation?
If the answer to any of these questions is “No”, you have not passed the Training Readiness Test. Design and development of the sales curriculum can certainly proceed under these circumstances, but we would not recommend rolling out the training until you can answer “Yes” to all three Training Readiness Test questions.
Sales curriculum design and development services include:
- Training needs assessment and training context analysis (including review of the organization’s sales process model)
- Development of training evaluation metrics linked to behavioral changes, strategy implementation milestones, and relevant organizational KPIs
- Development of job aids
- Design and development of the learning transfer system
- Where necessary, modification of the sales support infrastructure (with emphasis on the sales pipeline tool) and LMS to make them compatible with the curriculum
Cultural Intelligence (CQ) & Intercultural Competencies Development Using Personal CQ, Multi-Rater CQ & Cultural Values Assessments
Cultural intelligence (CQ) is defined as the ability of an individual to function productively in situations involving cross-cultural diversity. For a more in-depth explanation of the four-factor CQ model and its scientific foundations – including business-related outcomes that CQ can predict – please see “What Performance Outcomes Can CQ Predict?” in the Academic Services section of our web site.
Using the individualized and group results from CQ assessments, we can design workshops and coaching plans to raise the cultural intelligence and broaden the intercultural competencies of team leaders, sales people, and sales support staff for applications such as:
- Selling in multicultural environments
- Idea pitching in multicultural environments
- Negotiating in cross-cultural situations
- Multicultural team leadership & collaboration