Why did we develop the SPI-1 Technology?

Hello, my name is Rick Judson. I’m the Director of Learning Technology for SPI. I am responsible for all the technology platforms and integrations that we have, that we provide and work with for clients, and that we use internally for course development and client deployments.

Why did we develop the SPI-1 platform?

SPI has been in the sales training industry for about 25 years now. Technology has advanced and analytics, competencies, and other learning methodologies are advancing. With these changes, we realized it was time to market a tool and system to help our sellers and our clients’ managers learn how to implement and utilize sales training at a more advanced rate, easier and better.

The SPI-1 platform was developed to actually help implement that with people, to help with the process of learning our methodology. We wanted to help them learn how to change their behaviors – which is key – and help with ongoing advancement of their capabilities. Also, we wanted to help companies achieve the goals that they are striving for with their sales.

Who is SPI-1 intended to help?

SPI-1 is intended to help the whole company become better. It really zeros in on the seller and the sales manager. That’s really where the rubber hits the road, so to speak. We help the sellers to learn better and faster, and help with behavior change.

More importantly, we help managers coach the sellers with specifics around the knowledge or behavior change that they need. That’s unusual. Many platforms don’t necessarily help managers do their job better. It’s kind of up to the managers. However, in our case, we’re using the intelligence of the platform to help guide the managers with what they need to do to help their sales team.

What makes SPI-1 different from an LMS?

Learning management systems (LMS) is a subset of the SPI-1 platform. LMS are really targeted at helping to provide learning to people and managing learning activities. SPI-1 is actually a performance improvement platform. Starting with assessments, moving into learning and behavior change, tying that to business results, all in one platform -it’s really a sales performance improvement platform. It’s a totally different kind of platform from LMS. While companies may utilize an LMS for learning, this is really for organizations that want to effectively improve the performance of their sales teams.

Most organizations focus primarily on learning. Why isn’t that enough to improve performance?

Focusing only on learning is kind of like only getting to the 50-yard line in a football game. It doesn’t take you all the way into the end zone. The end zone, in this case, is where performance and behavior changes. You need the learning to be able to get partway there. However, unless you can integrate that and demonstrate that as a behavior change, you’re really not going to be able to achieve the kind of results that you want.

Behavior changes is intended to result in certain kind of performance differentiations, and certain changes in results. Learning is key, but it’s only half the game. If you want to get all the way, you have to learn how to change the behaviors to get the results that you want.

Related Posts

Privacy Preferences
When you visit our website, it may store information through your browser from specific services, usually in form of cookies. Here you can change your privacy preferences. Please note that blocking some types of cookies may impact your experience on our website and the services we offer.
Newsletter
close slider
  • By checking this box I agree to receive information regarding Richardson Sales Performance, products and services. I understand that I can opt out at any time. Please read our privacy policy to access your data rights.
  • Hidden fields - Pardot usage

  • This field is for validation purposes and should be left unchanged.

Our website uses cookies and thereby collects information about your visit to improve our website (by analyzing), show you Social Media content and relevant advertisements. Please see our Privacy Policy page for furher details or agree by clicking the 'Accept' button.

Cookie settings

Below you can choose which kind of cookies you allow on this website. Click on the "Save cookie settings" button to apply your choice.

FunctionalOur website uses functional cookies. These cookies are necessary to let our website work.

AnalyticalOur website uses analytical cookies to make it possible to analyze our website and optimize for the purpose of a.o. the usability.

Social mediaOur website places social media cookies to show you 3rd party content like YouTube and FaceBook. These cookies may track your personal data.

AdvertisingOur website places advertising cookies to show you 3rd party advertisements based on your interests. These cookies may track your personal data.

OtherOur website places 3rd party cookies from other 3rd party services which aren't Analytical, Social media or Advertising.