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.
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.
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.
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?
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