Comments from new Account Managers after the initial launch:

"Very well thought out plan for developing success of new account managers."

"Very helpful. This program has made a big difference in my development as an AM."

"Overall, an excellent new coworker introduction/training tool."

FastStart Sales Training Program

Situation

At this international printing and copying company Account Managers (AMs) are the key sales personnel. Their role is to maintain and grow existing accounts as well as bring in new accounts. Given the company's recent corporate objective to reposition itself in the marketplace as a business partner with its customers, the sales strategy must be modified to focus on consultative selling and developing new and innovation customer solutions.

Historically, new AMs were trained by their Regional Sales Managers (RSMs). However, training was not consistent among the RSMs. Individual RSMs tended to train in thier own way using content they either developed themselves or borrowed from others. There was no set cirriculum. Furthermore, training was not necessarily focussed on consultative selling and creating additional business solutions for the customers (although there were some RSMs having success without much organizational training support).

Solution

"FastStart" was developed as spring board by which new Account Managers launch their sales career. The initial step was to determine the key competencies new AMs needed to develop within their first six months on the job. Using the competencies as the framework, tools and structured activities were compiled and developed to guide skill and knowledge acquistion and development. The result is a comprehensive self-directed, web-based reference tool that lists and describes all of the structured activities to be completed in the first few months on the job.

Faststart also includes a corresponding RSM coaching activity for each AM development activity. This provides a structured means for RSMs to coach and support AMs. Both AMs and their RSMs can track and assess developmental progress and needs.

Results

The feedback from AMs during the program pilot very postive. See some of their comments at left. Following the successful launch, the program was modified to incorporate improved navigation and other graphics enhancements (e.g., improved "look and feel"), but the design concept remains intact.

(This design concept was conceived and developed by SynLynk consultants and is being used with other companies. It is marketed under the name of Exegy by Granite Technolgies.)