| Title: | The Digital way of working |
| Moderator: | QUARK::LIONEL ON |
| Created: | Fri Feb 14 1986 |
| Last Modified: | Fri Jun 06 1997 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 5321 |
| Total number of notes: | 139771 |
YOUR IMMEDIATE ATTENTION IS GREATLY APPRECIATED!!!
The New Hire Training Development organization at MKO is currently
researching how other computer companies deliver their training
to newly hired Sales Representatives. Our group develops the
training that Digital sales people (either newly hired or transfers)
go through. The information we're seeking on what our competition
does will help us to identify strengths and ares for improvements
in Digital's Sales Training Programs. We're hoping you might have
information or contacts that can help us with this research.
We are looking for information on the following topics:
Length of training program
Content of program (Product knowledge training? company knowledge?
Selling techniques training? Industry knowledge?
Competitive training?)
Instructional Methods of sales training programs (Role plays? Lectures?
CBI's? Case Studies?)
Evaluation (Are the sales trainees graded? If so, how? Tests? Field
performance?)
Hiring profile (Are the individuals experience or inexperienced?
Technically oriented or interpersonal?)
We need information by Tuesday, 12/4! Specifically, we want to
know what IBM, HP, Sun, Oracle, EDS, and any other of our competitors
are doing to train their new hires.
We're hoping you may have some info to share with us. Perhaps you've
worked in the recent past (2 years) for one of these competitors.
Perhaps you know another Digital employee who has. Please respond
to this note with any info you may have, or with the names of
others who might. You can call or use mail - Karen McKay, dtn
264-0617, abacus::mckay, or Chuck Drew, dtn 264-1618, abacus::drew.
Thanks for your assistance. This research will be presented to a
Digital VP and will help us to compare Digital's trainign for sales to
our competition.
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 1294.1 | People buy from people! | CTOAVX::BRAVERMAN | LIFE'S A LOT OF SAND NEAR THE OCEAN | Fri Nov 30 1990 23:02 | 13 |
Here is my $0.02 worth on training in general.
What I believe is really needed is training on TIME MANAGEMENT,
GOAL(not the budget type of goal)SETTING, POSITIVE MOTIVATION, MENTAL
TOUGHNESS, POSITIVE BODY IMAGE AND STRESS RELIEF. Good nutrition and
improved self image is a strong motivator.
The agile mind and being stress free, will beat any competitor, in my
opinion.
hb
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| 1294.2 | Talk to Customers!!! | CSMET2::ERICKSON | John Erickson, DTN 232-2590 | Mon Dec 03 1990 10:58 | 31 |
It occurs to me that the _best_ source of this information might
be Digital's customers, or potential Digital customers to whom
our competitors were able to sell to. There's nothing better
than a customer's opinion when it comes to effective feedback ---
what works, what doesn't, and what just doesn't matter!
There was a time, a _b'zillion_ years ago, it seems, that
Digital's products were said to "sell themselves". That had a
lot to say about _who_ was buying the products, and
_how_competitive_ the marketplace was. Times have changed, sales
methodologies have changed, and we've seen our market share
disappear. What's worse, as this article about Big Blue and
Digital in Sunday's _Boston_Globe_ "Business" section points out,
we're losing in areas that we _invented_. Yikes!
We won sales, and got _happy_. Then we got _fat_ and happy.
Then we were fat and _sad_. Now we've got to get _lean_ and
_mean_! We need SMART, AGRESSIVE, GOAL-ORIENTED people out there
selling, that can be TEAM PLAYERS with the CUSTOMER.
When I graduated from RPI in '84, I saw a large number of
my talented classmates go into the sales organizations of large
companies, IBM in particular. These were _technical_ people who
decided to take an alternate route --- a route I couldn't imagine
taking, at the time. Now these people are out there
out-performing Digital's sales teams. Does Digital have the
_technical_excellence_ in it's sales organization to compete?
Later,
John
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