Conference 7.286::digital

    Gale,
    
    I just completed the Sales Training program (6 months) and really
    enjoyed it. The instructors were very good and I learned a great deal
    about myself and enhancing my skillset. I encourage you to join, if you
    hvae not already taken the plunge!
    
    Concerning the pre-test, just study the materials every day and review
    them. Don't be afraid to ask people for help if you do not understand a
    concept.
    
    GOOD LUCK!!!!!!!!
    
    Debbie

    
    I have completed training for a Sales Support job I got through COD II.
    I took the two required courses, Basic Sales Skills and SSST.
    
    The Basic Sales Skills course was the most interesting and informative
    course I've taken.  The instructor was very good and I got alot out of
    course that has helped me with my new job.  However the support staff 
    at MKO were some of the rudest and un-helpful people I have ever had to 
    deal with.  The doors were locked in the morning and if you were late,
    you had to go see the manager to get permisson to come in.  One person
    missed an hour and was forced to take the course over.  In general,
    we were treated like children by the staff.  At the end of the course 
    you had the opportunity to provide feedback.  Everyone in our class did
    so, but I don't know what was done with it.
    
    To get into the SSST course (CSST for Sales) you need to study hard to
    pass the pre-test.  After completing the test, you get back a list of
    all the questions answered wrong, (1,7,34,108, etc)  You don't get the
    chance to review the test or to find out what question 34 was to try to
    learn from your mistakes.
    Then you spend the next two weeks reviewing the same information you 
    studied to get into the course, this time taking three shorter tests.  
    Again you only get back the number of wrong answers.  No learning.
    During the course questions were encouraged, but there is little time to 
    answer detailed questions, must keep to the schedule.  
    
    My advice to people planning to take these courses is to get through them 
    the best they can and to provide feedback on what they think of the
    courses.  If enough people complain, maybe something will be done to
    change the course structure.
    
    				Mark Sokolowski
    				Boeing Business Group
    				Seattle
                                                                 

    re .2
    
    based upon prior experience -do not bet on it 
    
    Barry
    (ex-BYO instructor)
    

    
    I, too, recently completed Sales Training Level I.  Yes,  I heard alot
    of "scary" rumors going into the program.  Most of them where false. 
    What I did find was a group of instructors who seemed very dedicated to
    their jobs.
    
    Was everything covered in the detail I would have liked (especially in
    CSST)?  No.  Is this the staff's/program's fault?  I think not. 
    Rather, it is the student's burden to research the topic on their own
    or meet with training/field experts to get questions answered.  To
    blame someone else because you didn't have the initiative to get
    questions answered is a cope out.
    
    Completing sales training requires a decent amount of effort and
    perseverence.  But, being successful in sales requires self initiative
    and perseverance.  I, like Debbie, feel I learned a lot about myself
    and a lot of skills necessary to be successful.
    
    Prior to, during, and after sales training I've heard many comments
    some good, some bad.  For those with complaints -- air them; then help
    resolve them.  Be part of the solution, not part of the problem.
    
    rkp

    
    re .3
    
    Barry -
    
    What were your prior experiences?  (Don't view this as an attack -- it
    isn't.  Rather, see it as a request for more information instead of
    my forming an opinion on one statement.)
    
    rkp

    re: .4
    
    We often don't know the character and personality of the individuals
    placing notes into this, or any other, conference.  However, just as
    you know .1, I've had the opportunity to work with Mark Solowski (.2)
    and can assure you the he is a very ambitious, dedicated, and hard-working
    individuals.
    	I hope you're not insinuating by the following remark that he's
    not doing his job,
    
    >Rather, it is the student's burden to research the topic on their own
    >or meet with training/field experts to get questions answered.
    
    because you're way off base...
    
    Paul
        

    re .5

    The BYO course has certainly undergone numerous revisions. During my
    time there, one of the new management teams came in and the marching
    orders were (in paraphrased form) :

    "Raise the SOF scores, change the field perception of the course, don't
    worry about content or training sales reps" 

    This was consistent with a program that used SOF/MOF forms to rate
    course "quality" but never evaluated whether or not students learned or
    if course objectives were met. This discussion is certainly re-opening
    old wounds so I will not debate it further in notes.

    B

    
    RE:  .6
    
    My earlier comments were in no way an attack on Mark.  If anything, I
    was agreeing with him -- there isn't enough time during the course to
    adequately answer all questions.  If I'm reading him correctly, we are
    both saying a participant in C/SSST will need OJT/self-study after the
    course to fully understand the material.
    
    Certainly, Mark and I graduated from two different courses with two
    different overall opinions.  Beyond that, neither of us can (or has in
    this conference) comment on the other's experience.
    
    rkp  

    RE: .6
    
    I agree wholeheartedly with Rob. There is insufficient time in the
    CSST/SSST course to adequately study the Digital product line. I must
    admit, a number of us were disappointed at the level of detail, however
    we realize the time constraints at hand.
    
    There were people that were chronic whiners in our class, which is why
    I think that Rob brought up the point of "laziness".
    
    The best of luck to you!
    
    Believe me, class is a cakewalk compared to the real world out here in
    the field!!!!!!!
    
    Debbie

	re .9:

>>>	There is insufficient time in the
>>>     CSST/SSST course to adequately study the Digital product line.

	This is a very important point. As a CASE consultant with
	some marketing responsibilities, I have found that our biggest
	single problem is in selling to Digital's own sales force.

	Once we have a sales person, an EIS account person, and a
	technology consultant like myself lined up and pointing in
	the right direction, sales follow in almost any account you
	choose. The critical success factors are:

		1. Continuity of contact. Far too many opportunities
		   are started, then thrown away when a new team takes
		   over, or a technology "resource" leaves the team.

		2. Understanding of the technology by the sales team.
		   You can't sell what you don't understand. However,
		   it's no good calling in someone who does understand
		   it for a day or two! Because once they've gone, it'll
		   be back to "business as usual" and the opportunity
		   won't be carried through.

		3. Availability of people with really solid product
		   knowledge (technical resources). Once these people
		   start really getting together with customers, opportunities
		   pop up all over.

		4. Ability to deliver the product, plus training and
		   support.

	All four of these factors tend to be lacking much of the time.
	However, I feel that a proper awareness of Digital's technology
	(products and services) by sales people would make the greatest
	single contribution to increasing profits.

	Therefore, it is vital that sales people should learn in their
	initial training

		* What Digital has to offer

		* How it can help customers 

		* Why they should buy from Digital rather than other vendors

	In order to train sales people on everything that Digital has,
	it is vital not to spend too much time on unnecessary detail.
	It is surprising how little you need to know about Compound
	Document Architecture, or COBOL, or CDD/Repository, to be able
	to present these things to customers in terms of their benefits,
	and to be able to relate them to one another, and to other things
	like ALL-IN-1.

	Sales training has to be designed and delivered by our BEST
	people. The team that does this needs to have a mix of excellent
	skills in teaching, selling, and technology. Course material
	cannot possibly be expected to remain stable for more than a
	quarter at a time. Ideally it should be updated with every
	major announcement.

	/Tom