359: Inside Sales Training, with Ian Jones
Time is the biggest obstacle when it comes to inside sales training programs, but we can look at proven sales training best practices to help make sure that your team is set up for real success.
We hop the pond to talk to the newest Vendastian: Ian Jones, the VP of Sales Training and Enablement at Vendasta. Ian brings his vast knowledge to the listeners on what it takes to build an inside sales training program. His approach is widely adopted in the learning development of the 70/20/10 model. We dig into the forgetting curve and what information sticks in a 24-hour period, why it's important to walk through the journey with new hires and what it takes for them to become a sales rep, and how crucial it is to apply consistent training company-wide. This means having a repeatable and scalable training model. You can't scale suck.
Ian is an experienced sales leader with a track record of delivering transformation and change across a wide range of functions, including Sales, Operations, Training and Enablement, and Digital. He acquired his broad range of experience and knowledge working in a variety of industries over the past 20 years, including insurance, finance and banking, consultancy, media, and tech. Ian has a passion for people development and has led the development and implementation of a number of significant sales talent development programs for frontline sellers and sales leadership. To prove that he practices the personal development mantra that he preaches, Ian is constantly looking for opportunities to develop himself. In recent years, he completed an Executive MBA at The University of Cranfield and became a member of the Chartered Management Institute in the UK.