Docuscan Case

Kyle Adcock

MKT 4103

Sales Management

Riggins

9/17/16

Case 6.1 Developing A Training Program at Docuscan

1. If you were in charge of the training for this salesforce, explain how you would have gone about designing a training program.

I think Chip did what he thought was best to engage his salesforce and try to teach them with the resources he was comfortable with. However, I understand how many of the salespeople easily became confused with the software that was used. How I would have approached this would be to use Skype which is much easier to use and you are able to see each salesperson as if you were face-to-face with them. This creates more discussion as you can easily talk to one another and maintain engagement. I noticed that some people didn’t show up at all to these meetings in the case and I would make this a mandatory event and if they didn’t show up and engage I would recommend a dock in pay for the hour or so of training. However, for the people that attended every session and who were constantly engaged would be compensated.

1. Do you believe that the training program outlined in this case will achieve its objectives?

I think that some of the salespeople took away great information and insight on what they needed to change and work on for their sales pitch and how to go about seeking new customers as well as maintaining current ones. However, others that didn’t know how to properly work the technology or just didn’t participate will have not gained the information and remain the same. So I think that it will not achieve its core objective. Probably the majority of salespeople didn’t get the information or did not retain enough to fulfil Chip’s initial objective of training.

1. What kind of reaction might Chip expect from his salespeople after implementing this training program?

Chip would probably receive many negative comments about how the training went. I could see many salespeople complain how it was a waste of time when they could have been actively selling during that hour and a half of training. However, for those that were able to work the program proficiently may have some good comments about the training as well as constructive criticism for future sessions.