Inspired Learning

Sales Training Solutions is a book written by 11

Sales Learning professionals. Whether you’re a new

sales trainer or a veteran looking for new ideas, Sales

Training Solutions provides the wisdom and know-how

of the industry’s respected experts-who have a total of

125 years of training expertise with Fortune 500

companies- to help you learn what works and what

doesn’t. Contributing authors include experience at

Motorola, RR Donnelley, Time, United Airlines, Kraft,

Pactiv, Kodak, Dade Behring, Novartis, Trane and

more.

•	Jim Graham, VP of Training and Development, RR Donnelly on getting leadership support
•	Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorola on measuring the impact of sales training
•	Don Sterkel, former Senior Director of Learning and Development, Time Warner on sales managers as key stakeholders
•	Bob Rickert, Regional Sales Manager, Aarthun Performance Group on building a business case for sales training
•	Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Company on creating a stellar customer-centric sales force
•	Michael Rockelmann, Training Program Manager, Abbott, on building a training program and making an outsourcing decision
•	Renie McClay, Inspired Learning and former Sales Training Manager of Kraft Foods on making sales training fun, interactive, and educational
•	Diane M. Boewe, Director, Drake Resource Group on creating effective product training
•	Luann Irwin, LAI Associates, former Manager of Training of Kodak on tech talk-teaching technology to sales professionals
•	Becky Stewart-Gross, President, Building Bridges on what salespeople want

"This is a wonderful resource guide for any sales person interested in Sales Training. Even veteran trainers could benefit from using this book!"

Maria Edelson, Procter & Gamble, Director, Sales Capability Development, North America

"The content is comprehensive and provides many real life examples from experienced sources, not just one person's view."

Matt Gross, President, Sales RR Donnelley

"An excellent and comprehensive guide to sales training. Both sales executives and trainers will find this book provides the information necessary to design and improve their company's sales training program."

Kevin P. Hart, Executive Vice President Sales and Marketing, WNA, Inc.

"I found that Sales Training Solutions had all the essential components to enable a corporation to provide appropriate sales training to their target populations in a timely manner. If the guidelines prescribed are followed you will be able to provide the right (sales) training to the right (sales) people at the right time."

William G. Skea
Manager, Learning Strategy & Solutions for sales skills development
Xerox Corporation

"Most sales executives believe that developing training should be easy; find a trendy sales program, secure some budget, roll it out and watch the revenues increase. Unfortunately, efforts like these under whelm the sales force and are forgotten in a week. Sales Training Solutions describes how successful companies define training needs, gain sponsorship and measure results of dynamic programs that are remembered for years."

James A. Rocha
Manager, WW Sales Force Development
Cisco Systems

One of my most valuable training resources is The Successful Manager’s Handbook from Personnel Decisions. It’s the ultimate how-to reference for leading and managing. Sales Training Solutions does the same for sales training. Our work is a means to an end - behavior change and performance improvement. Renie and her collaborators produced a how-to full of best practices to help us transition from "sales training" to "sales effectiveness."

Tom Burgum
Director, Global Sales Excellence, Armstrong World Industries