Managing a Complex Training Effort on a Limited Budget:
A Case Study of Tektronix's Technical Sales Training
with Robert Beatty and Quent Thomas, PhD, Tektronix

April 22, 2004

Note:  Senior Training Director Initiative sessions are targeted for training and development professionals who have a minimum of 10 years of training and development (or equivalent) experience and are responsible for developing training and development strategy. Director level professionals are also responsible for decision making in their organizations. These programs are designed to offer strategic insight and time for round table interaction with peers.

Overview

Blended learning; participants spread across the globe and being made up of both internal employees and external partners; the need to transport heavy equipment to ILT across the globe - these are some of the complex issues the Tektronix Technical Sales Training team deals with on a regular basis - and with limited resources! If these are some of the issues you are faced with in your organization, take a morning to come and hear how your peers at Tektronix are handling all of it and share your own experiences as well.

As a 50+ year-old global company, Tektronix has helped enable the growth of the high-tech electronics industry around the world. Over the years, it has been challenged to train a highly technical sales force on the latest product developments and emerging technologies. Because of short product development cycles and competitive pressures encountered in today's markets, Tektronix has adopted blended training approaches to shorten training delivery times and lower program costs while striving to maintain program quality and effectiveness.

In this interactive case study presentation, Bob and Quent will share with you the tools, techniques and strategies that they are using now to reach a global sales team. See what can be done without spending large amounts of money on expensive content production services. The presentation will finish with a discussion on what challenges the future holds and what it will take to get there (please bring your ideas because no one is sure what the answers are).

After attending this session, participants will be able to:

• Explain the training challenges and background of the Tektronix global sales training team.
• Understand the blended approach Tektronix is taking to reach its global sales force made up of internal sales people as well as distributors and partners.
• Describe a variety of content production services that can be done internally.
• Provide input and ideas to future challenges at Tektronix and your own organization.

Immediately following the session, Bob and Quent will be offering a tour of their in-house production studio where the team produces audio and video training modules using readily available tools.

Speaker

Robert Beatty
Worldwide Sales Training Manager
Tektronix

Bob has over 25 years of experience as a salesman, sales manager and now sales training manager. He provides a clear vision of what kind of training the sales team requires to meet the needs of a highly technical customer base.  

Quent Thomas, PhD
Training Program Manager
Tektronix

Quent has been developing, presenting, and managing technical training programs for over 20 years. He is currently responsible for in-house audio/video production, website development, and management of the training database.

Details

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