Masters

Masters Programs

Masters Programs

Q:     "Can a Sales Performance Culture and Learning Culture co-exist?"

The pressure on sales organizations to meet sales targets is such that time on non client-facing activities such as training and development is carefully monitored. Proving the ROI of training and development initiatives is notoriously difficult. It's rare that organizations are able to evaluate the business value of their training beyond the “happy sheets” that are filled out at the end of a workshop.
Yet we know that organizations that do not invest in the development of their staff suffer from higher attrition ratios, poor morale, and poor performance. In much the same way as top athletes train to reach optimal performance, so too must sales organizations train to perform optimally. The challenge is how can companies create a learning culture around optimizing sales performance, and how can this be measured?
Our clients challenge us with key questions - how can the outputs of training be measured and linked to performance? How can individuals be incentivized so that at the same time as performing, they learn and achieve recognition for their learning contribution? Finally how can organizations benefit through the insight and thought leadership of their staff?

A:     

Our partner company, Consalia, and Summit work together with Middlesex University’s Institute of Work-Based Learning to accredit learning in the workplace. The advantage of Work-Based Learning programs is that academic qualification is built around existing in-house programs, where the outputs are measured against key learning outcomes and based on corporate goals and objectives.
The results of this type of learning have been profound. At an organizational level, value has been quantified by customers in terms of increased cross selling, lower attrition ratios, higher conversion ratios for those selling complex solutions, improvements to sales process, governance models, and improved customer satisfaction levels.
As a result, a Masters program for sales leaders and sales executives selling large and complex solutions was developed. The MSc in Professional Practice Leading Sales Transformation has been created for sales managers. The MSC in Professional Practice Sales Transformation is customized for those selling to large and complex accounts. We now have a quick route to market for those organizations who want to:
- Measure the outputs of training
- Provide a track for high potential employees
- Encourage a culture of thought leadership and innovation.

View the Masters brochure below