Dynamic and informative webscats for training and development decision-makers.

ASTD 2012 InternationaL Conference & Exposition | Events

Non-traditional and Blended Learning Approaches: Transforming the Sales Management Team at Oracle: A Case Study

Session #M210
Martyn Lewis, Principal & Founder, 3GS
Monday, May 7, 2012 | 2:15-3:30 p.m.
Room: 708/710
Colorado Convention Center
Denver, CO

Thanks to all who attended the session. We hope that Martyn's insights about the benefits of live virtual training will help you and others in your organization to enhance the effectiveness of your web-based training programs.

If you'd like to provide feedback on the session or have other questions, please contact us at info@3gselling.com, or 888.243.0461.

Download the Deck

Click to download a copy of Martyn's presentation deck for "Non-traditional and Blended Learning Approaches: Transforming the Sales Management Team at Oracle: A Case Study."

Session Description

The vice president of sales at Oracle needed a program for training his sales managers that would be measurably effective within a short period of time while keeping staff in the field and completely eliminating travel-related costs. This session demonstrates how a live, virtual sales training program constructed to totally engage participants in short weekly sessions conducted over several weeks was able to achieve highly successful results.

The vast majority of sales managers who went through the program—more than 80 percent—completed all work assignments. The majority of participants reported that the approaches and tools they learned in the program were relevant and applicable to their jobs. Managers overwhelmingly agreed that the live virtual training approach – which borrowed techniques from broadcast media and was highly interactive and more effective than any other approach used in the past. Finally, post-program participant satisfaction rates for content, delivery, facilitation, and engagement were all superior to benchmarks based on previous training events conducted in a physical—rather than a virtual—classroom.

Within three months of the program, the sales management team at Oracle saw measurable and sustainable increases in average deal size, win ratio, and velocity of deals through the buying-selling process. The program also saved $60,000 in travel-related costs.

Martyn Lewis discusses his ASTD ICE presentation.

In this short video, Martyn offers a glimpse into the variety of topics and issues that he'll be covering in his presentation at ASTD 2012 ICE.

Watch the Video