Universities

Executive education departments at top-ranked business schools have tremendous depth of resources to offer their business communities. In this dynamic environment, business processes are continuously evolving, and so are the educational needs of the workforce.  Executive education departments are looking for new ways to meet the changing needs of business and industry.  At Sales Innovation, we believe there is an opportunity for executive education departments to fill a significant void in the area of sales performance improvement.

In today’s environment, business are constantly challenged to improve the performance of their sales force in to order to accelerate new businesses revenue growth and customer retention. For many businesses, the current level of performance is no longer good enough as they face increasing competition from world class sales organizations in a global economy.  Many business owners and sales executives immediately think of training and development as a means toward sales performance improvement, but are unsure if their investment will be well-spent or largely wasted. They are looking for assurance of ROI before they make any investment, but are just not sure how to embark on the process to sales performance improvement.  This is the number one strategic issue for many businesses.

The current sales training options available to businesses today fail to deliver ROI for many reasons, and it is this void that together with the university we can fill.  Sales Innovation partners with leading universities to deliver customized consultation, sales education and ongoing coaching for sales teams and managers. We help customers achieve ROI by first encouraging them to view training in the context of their overall sales organization.  We believe there are 10 important benchmarks that are very much inter-dependent, and that educational programs have the most impact when all of these benchmarks are in alignment:

1. Fostering a customer-driven culture through top-down leadership
2. Selecting sales talent with the right set of competencies
3. Training, development and ongoing coaching for continuous skill improvement
4. Segmenting customer markets for strategic focus
5. Implementing best practices in a formalized sales process
6. Maximizing use of information technology to support the sales and learning processes
7. Integrating sales with marketing, operations, and customer support
8. Aligning management and leadership
9. Measuring performance to achieve desired behavioral change
10. Aligning compensation and reward systems with goals and objectives

Through the university affiliation, we bring academic integrity to sales performance improvement, and bridge the academic rigor of university oversight with the practical experience of Sales Innovation’s educators.  We connect all stakeholders in a way that creates real value:

Our affiliation offers significant advantages to the university. Sales Innovation programs generate revenue for the university without adding costs. We actively promote the university’s program in the marketplace to attract interest and participation by the business community. We customize our courses for companies. We have our own instructors with master’s degrees who spent their careers in sales.

By bringing companies and universities together, Sales Innovation helps to strengthen their relationships and the local economy. Greater visibility in the private sector can set the stage for a university’s success in public outreach and fundraising efforts as well as increasing referrals to a university’s other corporate educational offerings, such as MBA and executive leadership development programs. A tighter bond with the business community can help a university attract direct investment by corporations and executives, internship opportunities for undergraduates and research opportunities for faculty.

By showing companies a better way to improve sales performance, Sales Innovation helps universities stay competitive and meet the goals in their academic plans.

It would be our pleasure to meet with you to explore how our customized programs can complement your current offerings.