Creating an Effective Digital Sales Development Strategy


Michael leimbach   h
VP, Global Research & Development, Wilson Learning Worldwide
David y
SVP, Wilson Learning Worldwide
Headshot charlie prof
VP, Business Development, NovoEd
Webinar Recording Details
  • Date and Time
    Thu, Oct 14, 2021 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


Until last year, in-person, face-to-face training was by far the primary learning modality used to improve leadership and sales performance. The reason for that is not hard to understand—it has simply been the tried and tested way to deliver learning that leads to behavior change and performance improvement. When the ability to deliver face-to-face training was instantly cut off, the need for performance improvement to execute business strategy continued and, in some ways, became even more acute. 

But sales executives have been “burned” by ineffective e-learning in the past, finding it boring, unengaging, and ineffective. Research shows that 85% of salespeople never completed their e-learning programs and, among those who did, less than 80% ever used the skills. Virtual learning sessions on platforms like Zoom were not much better—unengaging with few opportunities for real feedback.

Many organizations were faced with this dilemma during the pandemic: how do we accelerate the digital transformation of sales enablement in a way that is effective and engaging? The answer is a learning strategy that integrates skill development and reinforcement with their performance improvement goals. The right approach—implemented in digital, virtual, and blended environments—gives organizations the power to connect and engage all members of the organization and drive performance improvement to achieve business results. Join us as we discuss the key design principles to reinvent your digital training.

In this webinar, you will:
  • Explore how digital approaches connect learning to application and performance
  • Learn how to create effective and engaging online training programs
  • Discover how to incorporate coaching and feedback in a virtual environment

Our research shows that following this approach creates learning that is not only just as effective as traditional classroom training but is even more effective at delivering the performance improvement you need to create success.

About Michael Leimbach, Ph.D.

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide Inc. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of sales and leadership, as well as e-learning and strategic consulting. Mr. Yesford is the contributing author of several books including Win-Win SellingVersatile SellingThe Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

About Charlie Chung

Charlie Chung is the VP of Business Development at NovoEd. He spent eight years in sales and marketing management consulting where he helped numerous organizations size and structure their workforces, and refine their value propositions. At NovoEd over the past five years, Charlie has helped design and develop a substantial number of online training programs for Fortune 500 companies, universities and nonprofit organizations.



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