• Recent Posts: Influencer Relations

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

    AR managers are failing with consulting firms

    AR managers are failing with consulting firms

    Reflecting the paradoxical position of many clients, Kea’s Analyst Attitude Survey also goes to a wide range of consultants who play similar roles to analysts and are often employed by analyst firms. The responses to the current survey show that consultants are generally much less happy with their relationships with AR teams than analysts are. The paradox is that as […]

    Fersht: some IIAR award-winners “just tick the boxes”

    Fersht: some IIAR award-winners “just tick the boxes”

    Some of the firms mentioned by the IIAR’s analyst team awards fall short of excellence. That’s the verdict of several hundred analysts who took our Analyst Attitude Survey, and of the CEO of one of the top analyst firms. Phil Fersht left the comment below on our criticism of the IIAR awards. We thought we’d reprint it together with the […]

    Do the IIAR awards simply reward large firms?

    Do the IIAR awards simply reward large firms?

    The 2016 Institute for Industry Analyst Relations’ awards seem to be rewarding firms for the scale of their analyst relations, rather than their quality. In a blog post on July 6th, the IIAR awarded IBM the status of best analyst relations teams, with Cisco, Dell and HP as runners-up. Together with Microsoft, which outsources much of its analyst relations to […]

How do you get feedback when you do recorded training? [Practitioner Question]

question-mark-graphic.jpgAt yesterday’s workshop “Launching an AR-Sales Partnership Program” we had an interesting question about the use of non-live training for sales representatives.  The workshop participant asked how to go about getting feedback.  Feedback, comments, and student reactions can often help you tailor your training or understand areas that could be improved.  Of course this would also apply to any other recorded, web-based, or portal training or information that the AR team wants to deliver.  

There are two easy-to-implement approaches to this problem.  Perhaps the simplest solution is to create an email address such as:  AR@company.com.  You can direct sales (or others who listen to recorded training) to use this team address for questions, comments, and requests for information.  You can then put this at the end of any recorded training (e.g., MP3s) or add it to content you deliver via web streaming.  SageCircle has even created a specific space in its recorded training for sales representatives where we can insert a “For more information” comment that is tailored to your team.

Alternatively you can use technologies such as blogs or wikis for posting the recorded training, which provide a comments field for a post or a page.  When the reader inserts a comment an email automatically goes to the general mailbox.  Teams can assign one person to monitor the mailbox and forward comments and questions to the appropriate team member.

AR teams who want to implement an AR-Sales Partnership pilot will be faced with many process and content questions.  We were pleased that Grace Carter (Twitter), AR Director of Websense, Inc wrote on her evaluation that “Attending SageCircle’s AR-Sales Partnership workshop is a must if you want to take your AR program to the next level and ensure that AR becomes a strategic part of the organization to drive sales.”

SageCircle Technique:

  • Keep sales training concise and actionable for sales representatives and provide an easy way for listeners to ask questions
  • AR should always provide a standard approach for sending in questions or feedback about recorded training
  • Leverage the existing sales infrastructure to deliver training and content

We will answer some of the other participant questions in future posts.

Bottom Line:  Recorded training is a powerful addition to the training toolbox. However, to maximize the value of this technique, AR needs to provide a convenient method for listeners to send questions.

Questions:  Do you have an easy feedback loop from your sales teams?  How do you assess the impact of analysts on your sales deals?

One Response

  1. […] Partnership Program” we had a number of insightful questions.  We posted one item already about getting feedback from recorded sales training but here is another that came from a […]

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