White Papers
Jump to: Learning System | Knowledge Sharing | Sales Effectiveness
Learning System Whitepapers
Bersin & Associates: Learning On-Demand: A New Role for Enterprise Learning
(455.25 KB)
Bersin & Associates believes that learning on-demand sets the stage for a new role for corporate learning and development (L&D) organizations that allows a more rapid and flexible approach to enhancing corporate performance. This research bulletin provides an overview of learning on demand, and differentiates it from other training processes and technology.
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Bryan Chapman's Creating a "Learning" Culture: Jumpstart Toolkit
(1.82 MB)
Making the transition from a traditional training approach to a "learning" culture can be a daunting task, but well worth the effort. This toolkit contains worksheets and interactive tools that will help you define the landscape of your desired learning environment, build a business case for learning, create a strategy, systematically work through the technology selection process, and evaluate the results of your transition.
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Bersin: The Learning Content Maturity Model: Developing a Framework for Integrated Training and Knowledge Management
(287.09 KB)
Bersin's Learning Content Maturity Model provides a framework for training professionals to assess their organizations' capacities for developing and managing learning content. In addition, it can be used to determine if, when and how training professionals should seek to evolve their organizations.
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Knowledge Sharing Whitepapers
Sales Effectiveness Whitepapers
CSO Insights: Dynamic Sales Knowledge Management – What Sales Must Know to Win the Game
(212.15 KB)
CSO Insight's reports that the percentage of salespeople achieving quota continues to drop. Find out what high performing sales teams bucking the trend have in common. This white paper, authored by CSO Insights, will explore the concept of Dynamic Sales Knowledge (DSK) Management and how it can directly contribute to improved sales effectiveness by helping sales forces:
• Increase the number of reps making quota by 23%
• Improve win rates of forecast deals by 13%
• Reduce voluntary sales rep turnover by 32%
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A New Vision of Sales Effectiveness
(311.8 KB)
Over the past ten years, sales and marketing have invested heavily in CRM and other sales tools that have focused on sales efficiency and tracking sales activity and yet sales performance continues to drop. What's needed is a new approach that focuses on Sales Effectiveness. This paper outlines a new vision for achieving sales effectiveness.
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A New Vision of Sales Knowledge Management
(121.87 KB)
There are two key components required to achieve the Sales Effectiveness, Sales Readiness and Sales Knowledge Management. This paper outlines the key components required to successfully deploy and benefit from a Sales Knowledge Management solution.
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A New Vision for Sales Readiness
(334.19 KB)
There are two key components required to achieve Sales Effectiveness, Sales Readiness and Sales Knowledge Management. This paper outlines the key components required to successfully deploy and benefit from a Sales Readiness solution. As Gartner points out, to be effective, organizations need a new vision of sales that treats sales readiness as a process of continuous learning. This paper offers a new vision for readiness that includes improving the efficiency and effectiveness of sales and partner teams by combining effective formal training with contextual, continuous learning and knowledge-sharing.
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