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GTM Learning & Enablement (The Team (head of GTM learning and…
GTM Learning & Enablement
What is the problem we are trying to solve?
We are trying to build a learning culture
Many sales people have never accessd Degreed nor do they know about it
We have very little data or understanding about sales learning at NTT Ltd
We are trying to help sales people articulate what we can do for clients
We specializes in many things
There could be several sales opportunities running at any given time
Sales people are overwhelmed with 12000 content assets
We are trying to develop a relevant approach to L&D for sales people
Sales people are competitive
There are no role skills plans for sales people
Sales people do not know where to go when and who to go to
Sales Enablement for HVS
Managed Services
Closed Network Services
Cloud Services
Data Centre Services
Open Network Services
Voice communications
other
Applications and content
Harware and subscriptions
Legacy MS
Proactive Support MS
Software as subscriptions
Solution Services
XaaS
MSS, TPS, ICTI
Stakeholder Engagement
Group Level
In region (sales field)
Consulting Services
Support Services
Guiding Principles
JiT learning
GUided selling
Product/service/capability training
Sales Catalog Single Line of Sight
Clear and Simple roles skills plans
Skills focused
Socilialise learning
Highlight expectations of each role
FLSM drive learning
Coaching against the sales methodology
Empowered with data
Socialize and celebrate learning
Align L&D to Product Marketing
Workshop
Operationalise the value streams
Put all stakeholders activities into context of the value streams
Plot the sellers journey as they traverse the organisation using the sales process
Include Training and learning Objectives in the BOM
use the decision tree
Automation, central warehouse, training, coaching
RACI
Interlock Sales Enablement with L&D
NTT Live replace Sales Academy Webinars
Sales Catalog SLoS
Ensure our great content and collateral gets used
Selling personas/ animation
Create, design and implement training for the NTT Ltd Sales Process & Methodology
Evergreen on-boarding
Hello Sales
90 day on-boarding plan
Sales methodology learning content
Knowledge Check/ Certification
Sales Manager Training
Coaching
manage shortfall in competency
interlock with role skills plans
Certification
competency areas are the certification areas
Power BI Dashboards
Virtual Train-the-trainer
Unique client insights & client enablement
Guided selling
navigating complexity
Using the right tools
Outcomes lead
Virtualization of verifiable outcomes and tools
Road map
NTT Live
Shifting the Bell Curve
Product Marketing workshop
Sales methodology training project
Org Design role skills plan project
Skills matrix for sales roles
Use AGI as base
show the roles
add TPS roles
Work with Degreed skills
Link necessary learning (skills based)
Psychometric Assessments
Competencies/ behaviours as per sales methodology
TTS Behavioral assessments for sales
Sales Focus Profile
leverage the sales specific work done for TPS roles
When to use and why
hiring
coaching
Data, measuring our skills
TTS aggregated findings
Degreed reporting
Stakeholders
Albi for global skills matrix and sign off on assessments
Regional sales directors next
Launch is Day 5
inline with Or Design team
Late June early July
The Team
head of GTM learning and Development
Sales L&D specialist
Videogropher & learning specialist
Animation and learning specialist
TIME ALLOCATION ACROSS ACTIVITIES