MarketStar adopts Winning By Design’s Sales Academy and Sales as a Science programs to augment its in-house management training program that benefits core managers and new hires alike.
MENLO PARK, Calif.--(BUSINESS WIRE)--Justin Nalder, Senior Vice President of Corporate Operations at MarketStar hires nearly 500 new sales professionals and managers every year. They all need training, but traditional sales training programs don’t stick very well.
Only 21% of what you learned is left after 31 days. To combat this, instead of training individual contributors, MarketStar and Winning By Design focus on training managers to become better coaches and build roleplay and practice into the weekly routine.
“We’ve tried several programs over the years, but most were ad-hoc and it was hard to draw a correlation between the program and sales results,” said Nalder. “We needed an immersive curriculum that gave our frontline sales managers the training they needed to hit sales goals.”
With that in mind, MarketStar decided to take a more systematic and scientific approach to developing its people by licensing the Winning By Design Sales Academy program. Instead of training individual contributors, the program focuses on training managers to become better coaches. This way, managers are equipped to build roleplay and practice into the weekly routine of all teams.
“Learning science says that only 21% of what you learned is left after 31 days,” said Dan Smith, Chief Academic Officer of Winning By Design. “The way to combat the forgetting curve is repetition, practice, and peer interaction. Our sales academy uses blended learning and a flipped classroom to deliver just that.”
With this new training academy, managers learn prospecting, selling, and account management techniques. The initial course is five weeks long but will be followed by a period of ongoing roleplay and practice as managers will learn how to support each other and students to continue to grow and learn. All managers get access to an online learning journey and textbooks, this enables a 'flipped classroom' where study can happen on the student’s time and classroom time is reserved primarily for practice.
“We are a Sales as a Service company,” said Nalder. “With that in mind, this makes our sales people better, which is good for them, good for us, and good for our clients.”
About Winning By Design: Winning By Design is a premier provider of strategy consulting and coaching programs for SaaS sales and other inside sales organizations. Winning By Design is trusted by over two hundred twenty organizations, from Adobe to Zenefits. Winning By Design has offices in North America, Europe, Australia, China and Brazil. Visit www.winningbydesign.com or read how to apply the science of learning to sales https://winningbydesign.com/blog/how-to-do-saas-sales-training.
About MarketStar: As the innovator of Sales as a Service® solutions, MarketStar accelerates revenue with B2B Direct and Partner sales programs, through an intelligent blend of telephone, digital and field engagements. MarketStar has launched, sold and supported thousands of products and services on behalf of the biggest and brightest companies across the globe. MarketStar is part of the Omnicom Group (NYSE: OMC), and is headquartered in Ogden, Utah.
Winning By Design
Dominique Levin, 415-484-8992