Introduction of a Sales Pipeline Training

Taylor C. Schnupp, University of Massachusetts Boston

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Office Supply Store’s mission is to make shopping easy while providing customers with everything that they need for their business. One of their inside sales departments has recently experienced a 10% decline in year-over-year sales. To proactively address the decline, the sales department received funding to introduce a sales pipeline tool to effectively manage their leads. The account managers and sales managers will join an instructor-led training, following a cognitivist learning approach. This will provide them with the skills necessary to competently and confidently utilize their sales pipeline tool on a daily basis and practice the fundamental guidelines mandated by the Senior Leadership Team. The Learning & Development Team is committed to evaluating the effectiveness of the training on four levels: Evaluating Reaction, Learning, Behavior and Organizational Results.