• Recent Posts: Influencer Relations

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    Analyst Value Survey shows deeper frustration with industry analysts

    Analyst Value Survey shows deeper frustration with industry analysts

    I’ve been in New York this week discussing the Analyst Value Survey with both Kea clients and industry analysts. The 2017 report will be available early in January, but the responses show that many users of analysts’ services are reaching out to more firms than before, and are gathering quite uneven value. Firstly, the good news is that many users […]

    Webinar: Survey shows new risks for analyst relations

    Webinar: Survey shows new risks for analyst relations

    A first glance at the Analyst Value Survey shows new risks emerging for analyst relations professionals. We’re hosting a webinar on November 30 to hear how leading AR professionals are responding to them, and what the best practice is for your analyst relations program. Three risks stand out massively. First, there a big gap between the firms that vendors think […]

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    Vendors’ five key thoughts about analyst firms

    Five things stand out from vendors’ responses to a survey we conducted after our Analyst Relations roundtable at the English Speaking Union. Analysts (including analysts who call themselves consultants or advisors) are often thought to have bias, especially if most of their revenue comes from vendors. Sometimes the effort put into staying informed makes analysts seem very process-driven but less […]

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

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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