October 31, 202400:24:22

Just in Time Sales Training: Individualization, Positive Promotions, & More w/ Edie Berntson

In this episode, host Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] sits down with Edie Berntson [https://www.linkedin.com/in/edie-durham-berntson/], Director of Sales Enablement, Sales Recruiting, and Training at Positive Promotions. Edie shares her valuable insights on sales training, engagement, and coaching, shedding light on the importance of individualized and just-in-time training. From her experience in building a training program from scratch to her unique approach to authentic selling, Edie's expertise offers a fresh perspective on modern sales training. Get ready for an enlightening discussion on the evolving landscape of sales training, the significance of personalization, and the impact of genuine connections in the sales process.

Timestamps:

00:00 Addressing learning differences and engagement in training.

04:15 Sales reps close deals; also use training.

07:05 Guide leadership team in personalized coaching approach.

10:42 Seeking help, being authentic, connecting with others.

14:01 Understanding audience, adapting approach for maximum impact.

19:15 Approach sales differently, offer more services. Develop relationships.

23:22 Content emphasizes industry norms and need for customization.

24:02 Planning future show topics, discussing cow selling.

00:00 Introduction to Sales Enablement with Edie Bernsen
01:40 How would you define engagement in the context of training?
03:45 Who does the coaching in your organization? Is it you or is it a frontline manager?
06:20 Who does the coaching in your organization?
08:20 Is it fair to say that positive promotions' approach to training is very individualized and just in time, rather than rolling out courses?
11:46 Do you think a big chunk of sales training is stuck in outdated methods, and if so, what would a better future state look like for training?
15:38 What percentage of your efforts are focused on just-in-time enablement versus linear onboarding?
17:40 What percentage of your efforts are focused on just-in-time enablement versus linear onboarding?
21:20 What was the process of developing the sales training program from scratch?
23:20 What role should providers play in helping with customization versus doing it in-house?