Day 1 of the 2011 IMPAX Client Executive Forum

Day 1 of the 2011 IMPAX Client Executive Forum

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Mark Shonka

Mark Shonka Mark Shonka

Day 1 of the IMPAX Client Executive Forum was really interesting. A very sharp group of people all sharing best practices on how to truly internalize a sales process, build sales culture, measure the results of training and develop a team of sales managers who can truly coach their sales process.   

One of the presenters, Jen Stefanics, who is the Director of Sales Effectiveness for Exel (DHL's Supply Chain Business in the Americas), made a very powerful presentation about measuring the results of training. She showed the process she went through (a lot of surveys, pipeline analysis, grunt work and number crunching) and some of the results they found. 

Here are two of their results: if they had 3 or more coaches in a pursuit, their odds of winning went up to 67%; and if they had 3+ coaches and were able to make an IMPAX presentation to the decision maker the hit rate was 75%! Amazing. 

Jen's presentation really brought to life the difference between believing things are working and knowing things are working.

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