2. I Los Angeles | London | New Delhi
Singapore | Washington DC
Purpose
● Replaces Sales Meeting Pre-Work this
year.
● Give you confidence to sell our
technology-related products & ancillaries
in 2015
3. I Los Angeles | London | New Delhi
Singapore | Washington DC
Structure & Timing
● Series of 10 modules
● Most include 4 parts:
• Education – reading & videos
• Assessment – 5-10 question quiz
• Practice Exercises - opportunity for hands-on experience
(individual or group)
• Competency Demo – demo product in mock sales call setting
● Each will take 30 – 60 minutes (approx.)
● Due dates
• Education & Assessment: January 9th
• Competency Demos: December 31st – February 6th
4. I Los Angeles | London | New Delhi
Singapore | Washington DC
Curriculum
● Technology Selling Skills
● Course Cartridges & Learning Management Systems
● SAGE Edge
● SAGE Edge Select
● Educational Research Methods
● WebAssign
● Go React & Speech Planner
● Interactive E-books
● Trends & Competitive Landscape
5. I Los Angeles | London | New Delhi
Singapore | Washington DC
Working in the LMS
Modules
• All are contained in Blackboard
• You will be enrolled as a students
• Grades tracked for assessments & demos
Practice exercises & Demos
• Will utilize both Canvas & Blackboard
• You will receive an invitation for an instructor account
• Accounts assigned at random
6. I Los Angeles | London | New Delhi
Singapore | Washington DC
Competency Demos
● Conducted via Blue Jeans
• See Intranet for FAQs if you need them
● Simulate a real sales call
• Scenario details included at the end of each
module
● Graded rubrics
• Selling Skill Application
• Technical Aptitude
7. I Los Angeles | London | New Delhi
Singapore | Washington DC
Competency Demos
● 5 Facilitators
• Mark, Jim, Diane, Linda, Johanna
● Practice Exercises
• Chance to practice before your demos
• Set up as individual exercises, but can be done in
groups
● Grading
• Goal is to make you more confident
• Used for coaching, professional development
8. I Los Angeles | London | New Delhi
Singapore | Washington DC
QUESTIONS?
Contact Mark or Jim if you have any questions or need
assistance:
Mark:
805-300-3641
mark.achenbach@sagepub.com
Jim:
609-558-4560
jim.jordan@sagepub.com
Editor's Notes
Education & Assessment due the week before the sales meeting.
Competency demos will have staggered due dates because they build on each other.
Review our training from a couple months ago. No assessments or dedicated demos, but the skills will be built into the “rubrics” for the product-specific demos.
CC/LMS: Most foundational module. Will be referenced in others later.
Edge: Demo only required for freshman reps (less than 1 year)
Edge Select: Only brief pre-reading due before NSM. “Education” will be NSM session. Demo’s will immediately follow.
ERM, WA, GR, SP: Review of key features and focus on demo skills. Revisiting GR & SP because of Gamble.
Trends & Competition – informational module – not assessments or demos.
Only a few Demos will be conducted in an LMS.
Scenarios – you will be the rep, and a facilitator will play the roll of the professor. You will be given basic details, but will need to use PSS skills to advance the call before showing the technology.
Rubrics: Selling skills primarily focused on “Probing” & “Supporting” phases of PSS. Technical Aptitude will require you to show product knowledge & preparation.
Practice exercises: If you want to do these in a group, 1 of 2 options:
Set up your own “study group”
Contact Mark or Jim and we will facilitate
Grading:
Not intended to make you nervous. These as strictly going to be used for coaching purposes.
