This year is already stacking up to be a great one for our team. Three of our clients were nominated -- and received -- Stevie Awards. Jane Richardson and her team at PACCAR Parts was the Bronze Award winner for Sales Support Team of the Year. You can tell a lot about a team by the way its leader talks about their work. In Jane’s case, she’s incredibly humble and gives credit to everyone around her before taking it herself. Her team is responsible for supporting the learning and development of the entire dealer network as well as the internal PACCAR team. They focus on soft skills, sales, and customer service training. My colleague (and talented sales trainer) Steve Hackett said, “Jane and her team are, without a doubt, some of the most professional and dedicated people I’ve ever encountered.” Our friends at Best Buy for Business were Bronze Award winners for delivering the Sales Training or Coaching Program of the Year. Despite taking 350 salespeople out of the field for a combined 26,950 training hours over the last year, the company saw a remarkable spike in numbers and excellent momentum following their training initiative. It involved two days of classroom training, nine weeks of reinforcement, and 52 follow-on sessions for each participant. Best Buy for Business customized a unique sales training program that reflected the expectations of their customers. They were able to do that by analyzing their current situation and adapting The Brooks Group's best practice research to their sales process. Abbott Medical Optic's Stephanie Thames-Harris was a Bronze Award winner for Sales Training Professional of the Year. She, along with her team of 17 people, is charged with creating effective training and development solutions for approximately 1000 salespeople, 100 field sales managers, and 50 others. As Stephanie put it, “I feel that, as a training and development organization, we need to play a huge role in sales force effectiveness. In everything we do, we have to show how we’ll have a positive impact on the sales organization. That means improving behavior to exceed our sales goals.”
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