Our Thinking

Providing Training to Increase Subscribers

Luke Kempski

Adam Kucera, Director of Sales Training, DISH Network

Adam Kucera and his team are responsible for training and supporting anyone authorized to sell DISH products. This includes DISH sales employees, employees at direct sales call centers, and partners and retailers across the country. Retailers and partners range from small family-owned appliance stores to larger partners with hundreds of people selling door-to-door. This diverse and widely distributed sales force requires Adam to manage his resources efficiently to have the highest impact on increasing DISH subscribers.

https://www.youtube.com/watch?v=4JH-oFRQ2YQKnowledgeable Sales Representatives Educate CustomersIn this video blog interview, DISH Network Director of Sales Training Adam Kucera talks about the connection between a knowledgeable sales staff and increasing subscriptions. TM36Shttp://img.youtube.com/vi/4JH-oFRQ2YQ/default.jpg

DISH is competing in a highly competitive and rapidly-changing marketplace. Consumers, especially millennials, consume television programming on the go and are less likely to buy traditional home services. While training on DISH products changes with their offering, Adam keeps sales process training consistent.

https://www.youtube.com/watch?v=vq7J5kDz7cUTraining the Sales Force to Master a Consistent Sales ProcessDISH Network Director of Sales Training Adam Kucera explains how the sales process stays the same, regardless of the product they're selling. TM48Shttp://img.youtube.com/vi/vq7J5kDz7cU/default.jpg

For Adam, it’s no longer about developing comprehensive eLearning courses with assessments in order to enforce and measure learning. Instead, he and his team are focused on developing and delivering learning in any format that will be consumed and valued by as many representatives as possible.

https://www.youtube.com/watch?v=0s4RIn1lAXUSales Training and Support with an Emphasis on ValueDISH Network Director of Training Adam Kucera focuses on developing and delivering learning in any format that will be consumed and valued by as many representatives as possible.T1M18Shttp://img.youtube.com/vi/0s4RIn1lAXU/default.jpg

While the DISH sales training team may not be assessing learners at the end of every training event, they are measuring impact. They are measuring what matters most: are their training efforts increasing DISH subscribers?

https://www.youtube.com/watch?v=I3xW0X_K49wMeasuring the Impact of Sales TrainingDISH Network Director of Sales Training Adam Kucera explains the need to analyze training results to make sure training programs are relevant and impact the bottom line.T1M03Shttp://img.youtube.com/vi/I3xW0X_K49w/default.jpg

At the 2016 Training Industry Conference and Expo (TICE), Adam presented the Training Opportunity Matrix he developed to help his team categorize, prioritize and deliver on-demand training content efficiently to their various sales groups. You can learn more here: Utilizing an Opportunity Matrix

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