SALESFORCE
A Quarterly Update from
Porter Henry & Company, Inc.

AT NAPA, SALES TRAINING NEVER ENDS

Count the ways: pre-test, self-study modules, workshops, post-test, manager follow-up and coaching, certification, individual recognition, newsletter reinforcement

According to Mike Phillips, vice president of training for NAPA Auto Parts, who partnered with Porter Henry to develop the SalesPRO program: "Our evaluations underline the success of the course with high ratings and comments from veterans like 'leading edge,' 'customer-focused,' and 'got pumped up.' However, we know that constant reinforcement is the key and my ultimate goal is to get the 3,000 sales people, who have already completed the course, fully certified."

Indeed, the certification test may be tougher than the curriculum since a score of 85% is required and the testing is done by an independent agency. The challenges never end and neither does the focus on SalesPRO.

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