Sharing What Works

March 22 – 24, 2017 Orlando, FL

Register Now Includes:

ECO815 Your Secret Weapon for Improving Sales: Performance Support!

4:00 PM - 5:00 PM Thursday, March 23

Performance Support

Sales employees are successful only if they have time to sell and, more importantly, can complete the process to close the deal. But it takes a long time to get a new salesperson up to speed on a company’s sales procedures, applications, forms, deadlines, and more, and during this process it can often feel to them like drinking from the information firehose. How can we help them quickly get the information they need to do their job well while also preventing them from being overwhelmed by content?

In this session, you’ll explore a powerful tool for addressing this dilemma and improving sales: performance support. You’ll look at how, by implementing performance support, you can walk your salespeople through every step in the company’s process, provide a single source of truth for them to get everything they need to do their job, and ultimately help deliver the signed deal.

In this session, you will learn:

  • How performance support can decrease training time for new sales hires while also reducing errors
  • How performance support can reduce questions from new hires on policies, systems, etc.
  • How to use this solution to provide a single source of information for new and experienced sales reps and ensure consistency
  • How to design your performance support solution to provide the right information at the right time

Audience:
Novice to intermediate designers, managers, directors, and senior leaders (VP, CLO, executive, etc.).

Stephen Pappas

Senior Vice President

Panviva

Stephen Pappas, the senior vice president of Panviva, Inc., manages all aspects of Panviva’s North American operations. Stephen, who has more than 20 years’ experience in enterprise software sales and operations, previously served as a director of international sales with Harte-Hanks Trillium Software, where he took their enterprise data management offering to 54 countries by establishing reseller partnerships and regional sales offices. Other roles have included executive vice president of a SaaS software start-up and director of sales and business development at PageFlex.

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